Qualify the property or the lead first?

4 Replies

Hey Guys,

When you receive VM's as a result of a direct mail marketing campaign do you qualify the lead by calling them back or do you do some cursory research of the property before returning the call?  Trying to establish what the most effective process will be.  Thanks for any input! 

Personally, I check out the property in some detail first in order to have some clue of what I'm dealing with other than what they decide to tell me. I've been getting a bit of a runaround with some of my calls lately, and sometimes it's easier to tell when you have objective info in front of you. That said, if you have really high call volume, I'd think vetting the seller may be more logical. If you have some time to vet properties between calls, that may be better. Really up to you; either way, you're acting, so you're doing it right.

I always pull the property up as I am calling them back. Your notice is probably worded along the lines that you want THEIR house not just any other home.

So I like to say "Hi! Thanks for returning my call. Your home is the _ bath _ bathroom __sqft on ______ right? Great! I was hoping you would return my call"

Make them feel special!

As a broker I have learned to qualify someone wanting to list their house, no real motivation it  is usually a waste of time to take the listing. As an investor I learned the same thing. Qualifying the property first just leads you into maybe becoming a more motivated buyer and being a motivated buyer dealing with a unmotivated seller is again a waste of time and very rarely does a good deal show up. Of course there are exceptions but if you live your life looking for the exceptions I feel sorry for you.

Wow, thank you for so many good ideas and directions.  I was steering towards the same line but the reasoning from each of you truly cements the idea and the process.  I like to have some cursory knowledge about the property prior to talking but certainly don't need the entire history and/or to become the motivated buyer.

@Brian P.   @Chad Clanton @Ryan D. 

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