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In this real estate market you will meet all kinds of people and business owners who ask about your listings for sale or for rent. Importantly, you need to rate all of them before spending time with them.

There are a few reasons why qualifying prospects is more important today than ever:

• The person or group could have been introduced to their properties earlier by another agent through an open listing.
• Another agent might already be serving the lead with other listings, and they are only testing the remaining listings before making a decision.
• They may not have the money to match the asking price or rent.
• They may have other complications and property issues that will frustrate the deal you try on their property listings.
• You may not be talking to the decision maker when it comes to the person who runs the prospect’s business or company.
• The prospect may have spoken directly to the property owner before, and now they are using him as a “go-between” to facilitate a deal that could not be finalized before.

Therefore, the potential customer will generally want to buy or lease one of your listings. To qualify them, you need to have a checklist to aid in the process and to make sure you cover all the bases.

Here’s a checklist to help you get started on the qualification process. In giving you the list, it must be said that a successful rating is a carefully crafted question and answer process instigated by the agent or seller.

Some parties will answer all your questions, while others will not dare to “tell it all.” The best agents deal with this through conversation and reading all the response signs.

1. Get their name and contact phone number up front
2. Request your email address to contact and provide information about the property.
3. Are they part of a business structure or company, and if so, can you get details?
4. Are they occupying another property at this time and, if so, where?
5. Find out how they found the property or how they found it
6. What are they looking for in a property and why are they interested in the current property?
7. What is the timing of the ownership change or the current ownership need?
8. What are the key questions that they must have satisfied in any change or purchase of property?

You can certainly add to this list based on the responses you get from the prospect and the other local area factors that you know apply to the property listings on your books.

When you ask the right questions, you can take advantage of the opportunity that prospects give you; maybe you have some other property that also interests them.