Lee Davenport
By Lee Davenport
One hundred and seventy-five houses.
He showed 175 houses to only find out that the would-be buyer was not in a position to purchase for another year. My, my, my!
I hope you have never shown that many houses to a looky-loo—someone who is not prepared to buy for one to five years out, or longer. But even if you show five homes to a looky-loo, it’s still too many. Why? Because every prospective client has a time frame and we must respect and control our businesses to operate within the bounds of those time frames. If not, we will become frustrated and even burned out by giving those who are not ready too much time. Meanwhile, buyers who are chomping at the bit because they have to act fast are driven to another agent because you’re just not available. What a quandary, indeed.
Begin to classify and prioritize your time with leads using my “lead locator” infographic below.
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Dr. Lee Davenport is an Atlanta-based real estate coach who trains agents, teams, brokerages, and other business organizations on how to use today’s technology to work smarter. Join Lee’s free RE Tech Insider’s Club by visiting www.LearnWithLee.REALTOR.
Comments 2
Good points Lee. I definitely remember the days of spinning my wheels with buyers who had no sense of urgency. Eventually you learn, but man what an expensive lesson in terms of time, lost opportunity, and frustration.
The infographic is spot on with the categories and as Realtors we sometimes forget that we are running a business. Businesses need to do their best serving clients, but that doesn’t mean we should lose revenue of time in the process. Potential clients who don’t understand or want to fault us for that aren’t really the best type of client to begin with. In the end though, it’s on US to make sure we draw the line.
Keep up the good work!
Dustin
As a relatively new realtor, this was very helpful to me. It’s a good reminder to pre-qualify buyers before driving all over God’s green earth showing homes. Thanks!