The key characteristics of a qualified lead

Need -A qualified lead intends to buy a house immediately or in a definite period of time. People change their home every 4.5 years on average, so there is no point in targeting those who have recently moved.

Money - A qualified lead has the means to buy the house he or she wants. Don't waste your time pursuing someone who doesn't have the necessary resources.

Authority – The prospect has the authority to make a decision. This applies to family situations as well as business situations. He or she is also prepared to take action.

Considering this three characteristics, what are the best methods to distinguish probable prospects from those who are less likely to become your clients ?

·        Define your target market. Analyzing and getting familiar with your target audience will help you do away with unqualified leads. Once you have defined the characteristics of your target audience, you will easily recognize the prospects that  match your target.

·        Organize your prospects in a list. Then rate them based on the probability of closing a sale.

You could use the following ranks:

-         rank 1- a hot lead, who wants to buy immediately,

-         rank 2- the prospect intends to buy or sell in the next six months,

-         rank 3- the transaction might take place in a year or more,

-         rank 4- the lead didn't decide on a specific period of time for buying or selling

-         rank 5- the lead is undecided.

Concentrate on your most interesting prospects and keep the list updated.

·        Look for the three characteristics above, by using targeted questions. For example: When was the last time you changed your house ? When do you think you will move from your present house ? Why do you want to change your home ?

You should also ask about their financial situation: What is your budget for buying a house ? What kind of house are you looking for ?

Don't forget the questions about the decision-making process : Who else will be involved in making the decision? Which are the criteria for choosing your house ? Supposing you will find the house you want, will you be ready to buy it ?

·        Find out which are your real prospects. You should push for a decision, even if it's no. The sooner you have the "yes" or "no" answers, the better you can focus your efforts.

·        Evaluate your prospects financial status. Some people hope they will stumble on a great deal, but in fact they don't have the money they claim.