When you get a buyer lead, do you immediately schedule an appointment to take them out? If so, here’s a great change to make in your business for 2024 that will help you to close more deals with less work.

Before you ever put a client in your car, make sure that they have met the four criteria below:

1. They have a pre-approval letter or agree to immediately speak to a mortgage professional to obtain one.
2. You have interviewed them about what they’re looking for in a property and that you are clear not only on the features they want, but their lifestyle and what matters most to them.
3. They have signed an Exclusive Buyer’s Agreement that states they agree to work with you exclusively. If they haven’t done so, at least have them sign your state’s required Agency paperwork for you to represent them as a buyer.
4. They must also have the right “DNA”—the desire, need, and ability to purchase in the next 30-60 days.

If they don’t meet each of these criteria, there’s a good chance they’re not serious about buying. Don’t waste your time!