In Episode 1 of the Toe 2 Toe Podcast, meet hosts Jenn Murtland and Monica Weakley. Their goal is to help the fearless realtor find a path that feels authentic to them. During today's throw-down, Jenn and Monica duke it out over whether you need to pre-qualify a buyer 100% of the time, before you take them out to see a house.
- Should you pre-qualify a buyer 100% of the time before you take them out to see a house?
- Monica believes in the power of connection, face-to-face at the house.
- If you take them out when they’re not pre-qualified, you show them in good faith you're ready to step up and serve them.
- Jenn thinks they need to show you that they’re ready to buy a house.
- Monica’s main point is the connection with them.
- Jenn believes a professional should treat the whole process as a professional.
- Jenn thinks realtors should own the home buying process.
- Monica believes you have to sometimes give a little to create the relationship.
- Jenn feels that people who aren’t willing to speak to the lender first are generally lookie-loos.
- Monica says that a lot of agents fail because they don’t have a system to put the clients into.
- What are a few pre-qualifying questions you could ask the buyer?
- Monica feels that if she can show up and create a real estate connection, that’s a win.
- Guest Andy Scherer weighs in.
- Andy would never leave the chair if the buyers are not pre-qualified.
- Monica agrees that systems are critical, but feels that sometimes you just need to show up.
- Jenn argues that you can’t help clients if you don’t understand the details.
3 Key Points:
- Some realtors will take clients out who are not pre-qualified in good faith to build the relationship.
- Some realtors will never show a home to someone who is not pre-qualified.
- Both approaches have advantages and disadvantages. Your approach may depend on whether you care more about wasting time or potentially wasting an opportunity.