Where did you find the listing?

Do you have a preapproval letter?

Do you have proof of funds?

Send me your preapproval letter and proof of funds and I will schedule time to show you the property. 

By the way, what is your agent's name?

When the tell me, I advise them to call their agent and ask that their agent show them the home. 

Good morning Sharon. I will want to take control of the conversation, but thank them for their inquiry. I would ask for their name, phone number and email address. How long have you been looking for a home, have you already been pre-qualified for a mortgage. There are more, but once I have what I need, then I would decide if I should show them the home.

Make it a great weekend!

Sharon - If they are working with other agents, I will tell them I am not interested in helping them out. However, if they are not working with other agents, I will ask them to tell me a little bit about their situation, like Bob Crane. 

First off I collect the basics

Spell your name for me, phone, email, which home are you calling on, what are you looking for in a home, when are you looking to move, etc

About a quarter of them are eliminated before the call is complete, since i am doing a background check while they speak and if there are evictions then they dont get to waste my time.

How many houses has your realtor shown you? Most folks will answer that without thinking. If they give me a number I tell them to call their agent.

Hi Sharon -- if it's my listing, I ask what time they are available to meet.

I'm no longer that agent who needs to meet every call that comes in especially when it's not my listing --- I've become much more selective after too many one-time showings.   

How did you find me?  Sometimes based on their response I can trace the source and a conversation develops --- it doesn't happen to me as much anymore.   

I use a Buyer Lead Sheet for all of the leads I get.  Most of the internet leads have not been pre-qualified so I try to conference my lender on the phone.  No neeed in wasting too much time on leads that can't qualify for a loan.

My basic questions are:

1- How did you find me?

2- Are you currently working with a Realtor?

2-How are you planning on purchasing a house?  Cash, Financing, Hard Money?

3- How soon are you looking to move?

4- Have you been pre-approved for a loan with a lender?

I dont like Realtor hoppers.  They usually waste your time!  However some can be converted if you show them how working with you will benefit them more than hopping...

We rarely get a call where someone wants to go see a property, because we do not list homes.  Our buyer calls are homebuyers looking for a buyers agent and we will check their financing before we make any appointments.

I cringe at all the agents that just run out to show a home before they establish a relationship.  

There are too many crazies out there to take it for granted that you will be safe.

Eve

Sharon Paxson Are you working with another agent and do you have a signed Buyer Broker Agreement? If they are working with an agent and have a BBA, I explain the legalities. If they are working with another agent and don't have a BBA, I explain my work ethics and send them back to their agent.

if they say they are working with an agent and it's not my listing I tell them that their agent can help them with the home. If they want to work with me for that one property, I tell them that I'll bring a property specific buyer broker agreement with me for them to sign before we go in. Not sure of the exact phrase.

Sharon, I do ask if they are working with an agent, and if they are, I say that I would love to help, but they should call their agent to see the home so not to interfere with buyer agency.    I do have some "buyers" that want to see one house, and do an agency agreement for ONE HOUSE, which usually ends up being longer.

Sharon Paxson I think it's a dialog and not script. As Kathleen Daniels mentioned in her answer, it's 'probe' to define their motive. If they are serious, they will share their information with you.

I am still thinking of specific questions that I ask - and yes, I do have my cheat sheet (Which is not in front of me when I get such calls....lol!)

Though my first or second question usually is 'Are you working with any agent?'

I do the best I could to explain how having their own real estate advocate helps to their benefit, if I cannot get that across or if they prove by their own words that they would be difficult or disloyal I cut them loose, occasionally I would give out the direct phone number of the listing agent. Other than that and the type/location of the property they would like, I ask upfront if they have any pets and if they happen to know their middle FICO score (for rent/lease tenant prospects).

I go against the grain on this one... I generally ask when they'd like to take a look.  Rarely do I meet with someone who doesn't become a client.

Invite them to the office to get started.

First I would spend more time selling rather than renting . Then work with thise people that talk to you and want to work with you . 

(It is to my understanding that there is a new law that prohibits a Realtor and/or Landlord from asking about employment history. I would check with your local Board as well as NAR).

Are you currently working with or represented by another Realtor?

If the answer is yes, I ask them to have their Realtor contact me.

Name, address, email, and phone number.

Have you been pre-approved?

How long have you been looking for a home?

When it comes to rental properties, I make them aware that the homeowner/landlord will most likely request a credit check. Sometimes that ends the call right then and there.

Hi Sharon,

Specifically for rental propoerties I tell the person that the landlord has set out various requirements including rental application, job letters, and credit checks. Believe it or not some people "freak out" when I inform them of this. They don't seem to understand that they are just a voice on the phone right now, they are not my clients. Those type of reactions rarely result in them renting the property.

Have you sen a lender yet? Are you working with another REALTOR?