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• What is qualifying?

• Why do you qualify?

• When do you qualify?

• How do you qualify?

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Why Does an Agent Qualify?

• Time Savings

• Client Relations

• Buyer-Property Match

• Increasing Confidence

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When Does an Agent Qualify?

• As soon as possible

• Gather basic information during the first contact

• You should never stop qualifying!

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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

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Qualifying Issues Checklist

• Name• Family Size• Local Residents or Out of Towners• Current Real Estate Situation• Urgency of Purchase• Special Requirements

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Qualifying Issues Checklist

• Special Requirements

• Lifestyle

• Decision-Making Ability

• Financial Situation

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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

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Buying Motives

• Size change• Financial reasons• Pride of ownership• Prestige/social • Career • Technology change• Desire for change

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Chapter Key Terms

• Afford amount• Buying motives• Explain-and-request method• Qualify amount• Qualifying