What do you guys look for in a lead to qualify them as a hot prospect?

[Alfath Ahmed]

Typically, I will call a skip-traced list with potential candidates that have 2 to 3 motivations (Divorce List, water shut-off, tax abatement, etc). My mentor taught me that a lead should have these 4 pillars:

- Price - Try to get a price out of the seller that they are comfortable with

- Motivation - verify the seller's motivation behind selling within reason

- Timeline - Understand when the seller is looking to sell (ASAP, 30-days, 60-days, 1-year)

- Condition - Ask about condition of the property (Age of roof, HVAC, electrical, plumbing, interior work done)

Do you guys agree? What would you add to this?

[Alfath Ahmed]

Quote from @Don Konipol:

Quote from @Alfath Ahmed:

Typically, I will call a skip-traced list with potential candidates that have 2 to 3 motivations (Divorce List, water shut-off, tax abatement, etc). My mentor taught me that a lead should have these 4 pillars:

- Price - Try to get a price out of the seller that they are comfortable with

- Motivation - verify the seller's motivation behind selling within reason

- Timeline - Understand when the seller is looking to sell (ASAP, 30-days, 60-days, 1-year)

- Condition - Ask about condition of the property (Age of roof, HVAC, electrical, plumbing, interior work done)

Do you guys agree? What would you add to this?

Reading tea leaves; looking for signs that indicate a possible highly motivated individual.  It used to be a lot easier.  Back 40 years ago there were a lot less people trying to buy properties; there weren’t a lot of sophisticated ways to contact or find these individuals. 

There’s two basic schools of thought.  One, is interruption marketing; direct mail, phone calls, text messaging, blast email, etc.
The other is letting the sellers come to you; build a great website, promote it through SEO, SEM, social media, etc. Become well known through participation in discussion groups, produce seminars, speak at functions.  

 I agree! In this new generation, everyone is looking for new ways to improve the system. In this process, many people have forgotten the basics. However, all of these methods are definitely very useful and commonly used today.