The Pink Sheet!
Let’s talk about pre-qualification sheets …
There are 2 types of realtors – those that go through a needs analysis questionnaire before meeting with a new client and those that go through it at the appointment.
Actually there is a 3rd type – those who don’t have any appointments .. but that’s another conversation entirely.
Why to pre-qualify BEFORE the appointment:
- Find out a sellers motivation. Are they a “2” on a scale of 1-10 and you should adjust your expectations for the appointment (or cancel). Or, are they a 10 out of 10 and interviewing multiple realtors – wouldn’t it be good to know up front?
- What do they want in the agent they hire? Do they care about marketing, communication, negotiating, the market, are they analytical and want you to come prepared with numbers to show or higher on the urgency scale and want you to get to the point? Knowing this will help you prepare beforehand so you are the exact type of agent they are in need of and can efficiently talk them through their needs and wants not just what you want to talk about.
- Will all decision makers be at the meeting? How often have you set up an appointment with the wife – only later to find out the husband had his own plans, agent, etc. It is important to meet with and connect with ALL decision makers to make the most of your time and have an absolutely clear understanding.
- On a scale of 1-10, how would you rate your home & why? This one is awesome – this is the one you come back to when they try to overprice their home.
Below is the full sheet of questions for you – and finally – here is why we refer to it as the “pink sheet.” Every office has white paper everywhere – this is on pink paper so it stands out, won’t get lost in the shuffle and reminds us of the potential business we have!