New Agent Dilemma: Qualifying Leads

New agent question: is it normal to have so many flaky people?

 

My answer: The goal isn't to get as many people as you can but learn to eliminate the 80% who will never buy or sell. Will they come to the office for a real consultation, will they talk to a lender to determine their purchasing power ? Good questions are are how I separate out the 20% that really need help (now or in the future).  Many just aren't ready yet, for them you need a system for long term follow up.

 

I've seen many agents work 90 hours a week and go broke because they run around with every person who calls them, go show every sign call. 

 

My advice: Work on your scripts and dialogues every day, until they're second nature, and learn the right questions to ask to show value and qualify every lead.