Establish the Buyer Relationship
Step 1: Make Initial Call & Pre‑Qualify
Your first conversation sets the tone for your entire relationship. This is your opportunity to build rapport, gather essential details, and understand your buyer’s motivation before scheduling the consultation. Keeping this call simple allows you to prepare properly for a smoother, more professional experience later.
Pro Tip
Ask about timeline and motivation to create rapport.
Recommended Tools & Resources
Record notes from the initial discussion in the CRM immediately after the call.
Training Box
- Initial contact is not a consultation, keep the call high level.
- Use the Homebuyer Profile to guide early questions.
- Provide the ABCs of Agency if you discuss representation.
- Ask whether they have a lender or need a Prosperity referral.
- Cover timeline, goals, budget, and must haves.
Course: Buyer & Seller Profiles and Checklists
Daily Activity Plan
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Next: Verify Loan Status
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