Hi everybody and welcome back to the show. In this episode, I’m going to share my top 5 buyer qualifying questions plus help you avoid the most common mistakes agents make when talking to buyers.

You only need to ask 5 questions to qualify your buyers and I'll get to them in a sec, but first hear me out on something really important.

In my experience working with buyers, especially unqualified buyers is the fastest way to ruin a Real Estate career.

I see so many newbie agents focus on buyers because finding buyers is easier than finding sellers, and for some reason, new agents think it will deliver the same rewards. Big mistake.

Now at the same time, I know some agents specialize in working with buyers which is fine as long as you're set up correctly to do it, but I'm approaching this episode from my traditional viewpoint as a listing agent which is where the big money is made in Real estate.

If we all agree that time is our most precious resource, then why waste it working with buyers who are not ready to buy?

I know many agents (especially rookies) struggle to manage their time and are easily distracted with a buyer who may or may not be ready to go.

But what if we could quickly qualify our buyers with 3 questions to help us make that time investment decision and help them out at the same time.

What if you could provide great assistance without wasting your time on someone not even close to buying?

And there’s another very important factor here that will cost you big money if you fluff it up; What if the buyer is also a seller?

If you turn them away, then you’ll struggle to become their listing agent.

I came up with these four questions as a way to train my team during a busy open home where there could be 20 to 30 buyers in a property at any one time and you need to quickly find out who is serious who is a seller and who is just kicking the tyres.

I’ll get to the qualifying questions in a moment but there’s something you need to do first.

Write two or three blogs on your website so you can refer buyers to them when you let them down gently.

If you don’t have your own website and blog, you need to get one because it's the FASTEST way to get found online and you’re naturally going to link your Google Business Profile to it which will get you even more traffic.

Your articles will be something like:

• 5 things to look for before you buy in (your area)
• A Buyer’s Guide to (your area) real estate
• 12 buyer tips for buying real estate in (your area)
• 3 success stories from buyers in (you area)

These blogs will also help MASSIVELY with organic search.

You need to blogs because you’ll be referring your B class buyers to them so you can continue to help them on their purchasing journey.

In fact, at jigglar.com you can quickly customize a multi-page The Ultimate Homebuyers checklist then have it available as a download.

Okay, so here are the 3 buyer qualifying questions:

1. Okay great, I love working with buyers. Let me grab your contact info so I can keep you up to date with new listings that fit your criteria.
2. How long have you been looking?
3. What have you seen that you like?
4. Have you made any offers?
5. Do you need to sell a property?

At this point, you’ll be able to assess if the buyer is also a seller and act accordingly.

Here’s another great question to see where they’re at in the buying process: “Have you lined up a good mortgage deal? I can refer you to an excellent mortgage broker if you like”

So by now, you know if they are ready to buy or not.

But here’s the thing: Most rookie agents just can’t say...