Every salesperson has war stories about indecisive, demanding, disloyal, or financially irresponsible clients. They’ve learned firsthand how important it is to prequalify buyers. Real estate agent David Olson, asks buyers to fill out a detailed questionnaire to determine their motivation before signing a contract. This is a digital guide to use to ensure prospective clients aren’t ‘tire-kickers’ (Never going to buy or unrealistic) or ‘dreamers’ (financially unqualified).
Each year, about 1.2 million new households are formed, each representing a potential homebuyer, according to the U.S. Census Bureau. If you really want to tap this long-term potential, you have to understand today’s buyers and pick your clients carefully. Be sure that qualifying questions don’t lead you to violate fair housing laws.
Article 10 of the Code of Ethics and Standards of Practice of the NAR states “REALTORS® shall not deny equal professional services to any person for reasons of race, color, religion, sex, handicap, familial status, national origin or sexual orientation. (Amended January 2011)