1. ©2007

2. ©2007

3. ©2007 What is qualifying? Why do you qualify? When do you qualify? How do you qualify?

4. ©2007 Why Does an Agent Qualify? Time Savings Client Relations Buyer-Property Match Increasing Confidence

5. ©2007 When Does an Agent Qualify? As soon as possible Gather basic information during the first contact You should never stop qualifying!

6. ©2007 How Does an Agent Qualify? Avoid Insulting Suspects Explain-and-Request Method You must work in a manner comfortable for both the agent and the buyer or seller

7. ©2007 Qualifying Issues Checklist Name Family Size Local Residents or Out of Towners Current Real Estate Situation Urgency of Purchase Special Requirements

8. ©2007 Qualifying Issues Checklist Special Requirements Lifestyle Decision-Making Ability Financial Situation

9. ©2007 Qualify versus Afford Qualify amount –what people should invest in real estate based on averages for a particular market area Afford amount –what the person feels comfortable investing

10. ©2007 Buying Motives Size change Financial reasons Pride of ownership Prestige/social Career Technology change Desire for change

11. ©2007 Chapter Key Terms Afford amount Buying motives Explain-and-request method Qualify amount Qualifying