How do you delegate lead qualification?

4 Replies

I am looking to pay a virtual assistant (or something similiar) to qualify leads for me before I spend time pursuing them. Can anyone provide a list of questions I should have a VA ask when speaking to leads? Any other info is very appreciated as well.

Originally posted by @Austin Works :

I am looking to pay a virtual assistant (or something similiar) to qualify leads for me before I spend time pursuing them. Can anyone provide a list of questions I should have a VA ask when speaking to leads? Any other info is very appreciated as well.

Leads for what?

 

This is a bit tricky. It is not just a cold formula or a binary system how we qualify leads.

It is not what you ask that matters, it is HOW THEY answer. What tone of voice, are they mumbling. Are they hesitating when I ask them how much is left on the mortgage. Sellers are not stupid and they don't trust the average "We Buy Houses" person.

When they are nervous answering questions, when they are hesitent, and in what way, tells us a lot about the house condition and their situation.

Also you will turn sellers off if you have a person (especially a foreigner) Ohh hush I am a foreigner soI  can use that term... ask questions like a robot.

Here is what I mean... If I were to ask how much there is left on the mortgage, is very different from someone that has no clue about REI ask how much there is on the mortgage.

Let me try to give an example here.

I talk to a seller. and the convo goes something like this.

"Hey yo shuga mama, whazzup giiirl.. so boo tell me, why are you selling "

And shuga mama goes.. well you sexy lil thing you... why are you so shemksie Gadamn boi,.. see well we lost some money yo, and we needed a second to pull out some money and now we are kinda stuck..

So sexy beast goes " oh that blows monkey butt,  but wait.. where did you pull that money from? Did you get a second morthage?"

VS.

A VA going.

How old is the house.

scilence

Shuga mama goes.. well we bought it in...  2001, and we did some work to it  (a pause here because she tries to remember what she did)...

VA thinks she is done talking..

and VA goes.. "how big is the house..."

Not sure if I managed to succeed trying to explain my point.

People can tell if the person they are talking to are into the field, if they are knowledgeable etc. etc.

And most importantly.. the truth is always in between the lines. Not the actual answers. You need to know how to read between the lines in the REI topic.

BUT...

Let me not just answer your question with challenges.

Let me provide some value here.

Here is what we ask.

Why sell to us and not with an agent.

How much is left on the mortgage

What condition is the house in

When was the kitchen and bathrooms last updated

How old are the mechanicals

Do you have a well or are you on city

Septic ?

(All the "what condition is the house in" we don't really care about the actual answers. We care about what she thinks the condition is in, and we want her to realize how bad/old, the house really is in.

See that is the point I am trying to make.

You vet the lead NOT by them giving you info.

You really vet the lead by US making THEM realize the reality what condition their house is in.

You don't do this by just a list of questions to ask You do this having a back and forth conversation.

I agree that you have to find the right VA. You need someone who understands how to flow with the conversation.

Start with conversation - some simple questions will give you a lot of insight on how to proceed.

Why are you thinking of selling?

Do you have plans for where you will live next? What's your time frame? 

Have you talked to anyone else about selling to them (always know your competition)

From there, you can start asking specifics on the property.

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