We’ve had a lot of agents asking about how we would approach a conversation with a potential buyer lead and we finally got some answers straight from the horse’s mouth. We picked the brain of Rory Wilfong, co-founder of GetMyHomesValue.com and former Top Producer for RE/MAX, and found out that the conversations that led him to be a Top Producer are much simpler and straight forward than you may expect.

Here’s how a conversation with a buyer lead may go:

Scenario 1:

Agent: “Hello this is Rory Wilfong with ABC Real Estate and I see that you have an interest in homes in the Lancaster area. In order for me to serve you better, I just have to ask you a few quick questions, okay? Great! First of all, are you currently working with another agent?

Lead: Yes

Agent: Well, are you under contract with that agent?

Lead: Yes

Agent: I thank you for your time, however since you have a signed contract, you must work strictly with that agent. I wish you all the best!

Scenario 2: The lead says yes they are working with an agent but they are not contracted.

Agent: Since you’re not contractually obligated to that agent, I would love the opportunity to work with you… (see Scenario 3 on where to go from here)

Scenario 3: The lead isn’t even working with an agent at all.

Agent: So what’s your time frame for finding a home? Have you been pre-approved for a mortgage at this point? (Lead answer is yes) Awesome – and for how much were you approved? $500,000? Congratulations! Do you plan on putting money down with that. Yeah? Good stuff! You’re obviously in a great position! Did you receive a pre-approval letter from your loan officer. You did…great, than how about we get together either Wednesday at 6:00pm or Thursday at 9:00am so I can show you a few homes in the area I think you’ll love! Wednesday at 6 is the best for you? Great, I’ll see you then!

Scenario 4: The lead was not pre-approved for a mortgage yet.

Agent: No? Well that’s no problem at all, I can arrange to have a loan officer available when we meet so you can figure out exactly what price range works for your needs. Which is better for you, Wednesday at 6:00pm or Thursday at 9:00am?