Charlie Ragonesi Big Canoe Realestate's Blog: How the conversation should start

How the conversation should start

I do a lot of work with first time buyers. My conversation starts the same way EVERY time. Have you gotten your pre-approval from your lender ? If not do you have a lender? if not I can send you a list of good lenders. I then explain why this step is critical. I usually set them up on Listing Book and send out an email with lenders. I do follow up in a couple of days about the Lender. If we do not get past that first step we go no where.

Explain to your first time buyers why doing the financial thing is important. The analogy I use is , When you go to the grocery store you know how you are going to pay for the groceries. The amount of money you have determines what you can buy. It is the same when buying a home.

As a Realtor you will avoid burn out and spinning your wheels. You will also be thanked by your clients

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Charlie Ragonesi All Mountain Realty Big Canoe and Mountain Blog

On line at www.allmountainrealty.com Call at 706 579 1098

We sell Homes                                                    

 

Comment balloon 10 commentsCharlie Ragonesi • September 10 2011 01:04PM

Comments

How about "How's Life?"

No chit chat before you ask the question?

Posted by Ralph Gorgoglione, Hawaii and California Real Estate (800) 591-6121 (Maui Life Homes / Metro Life Homes) about 7 years ago

Good Morning Charlie,

That certainly is an important element of the process, once it is cleared that this person is a buyer and is interested in doing business.

I was speaking to a gentleman yesterday, we were just talking about the problem he was having at his apartment.  After about a 15 minute conversation, I took out a business card, explain to him that I am a Realtor, then went on to suggest to him why he would need to get pre-qualified now if he is thinking about breaking his lease by December...ie purchasing a home. I feel confident that I will get his business.

Posted by C. Lloyd McKenzie, Living Albuquerque about 7 years ago

I agree. No, there is no chit chat with the person first. I want to get to know them once I know I can work with them. If they can't buy a house, why do I need to know what they want in a house?

Posted by Donna Harris, Realtor,Mediator,Ombudsman,Property Tax Arbitrator (Donna Homes, powered by JPAR - TexasRealEstateMediationServices.com) about 7 years ago

Charlie,

The all important critical first step when working with any new client. If they don't talk to a lender first, they aren't committed to buying.

Rich

Posted by Richard Iarossi, Crofton MD Real Estate, Annapolis MD Real Estate (Coldwell Banker Residential Brokerage) about 7 years ago

Hi Charlie - I totally agree...kind of. No argument that if they can't get qualified, they aren't a current client, but we don't mind spending a bit of time and energy prospecting for the future. So we do a lot of education about the home-buying process, and as part of that, we explain the importance of getting qualified. That's their first assignment after the meeting, but we want them leaving the meeting believing that they've found someone who will help them through the process, tomorrow if not today.

Posted by Dick Greenberg, Northern Colorado Residential Real Estate (New Paradigm Partners LLC) about 7 years ago

I feel some chit chat is in order. Why not take 10 minutes and explain the typical process. Number 3 might be the pre-qual letter but let's not just make them do their homework before they my not have known about it.

Posted by Charlie Dresen, Steamboat Springs, CO e-Pro (Steamboat Sotheby's International Realty) about 7 years ago

Finding out their qualification is definitely the first step a buyer should take.  Doing that allows for proper expectations to be set upfront with a potential monthly payment and cash to close. 

Posted by Rodney Mason, FHA 203(k) & HomeStyle Renovation-AL,FL,GA, SC, TN (On Q Financial) about 7 years ago

Ralph and Charlie We do have some chit chat but when it comes time to talk business financing is the first thing to do

Rodney and Dick and Donna You are right on the money and thank you for your comments

Llyod , I liked your story good luck

Richard you summed up my post in 1 sentence I Hate you (not really)

Posted by Charlie Ragonesi, Homes - Big Canoe, Jasper, North Georgia Pros (AllMountainRealty.com) about 7 years ago

Good points..

 

It has to start somewhere..

Posted by Ginger Harper, Your Southport~Oak Island Agent~Brunswick County! (Coldwell Banker Sea Coast Advantage) almost 7 years ago

Charlie, it's almost a must to ask these questions up front, especially with all the recent lending changes. I'm not sure anyone knows what they will qualify for anymore, so talking with a lender prior to shopping for a home is critical. Thanks for sharing.

Posted by Troy Erickson, Your Chandler, Ahwatukee, and East Valley Realtor (Diverse Solutions Realty www.ChandlerRealEstate.weebly.com) over 4 years ago

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