Fast Track Session Two

Commercial Buyer Pre-Qualify Lead Sheet

“To best serve you, I need to ask a series of questions to match our services to your needs.”

Thank you so much for calling in on this listing. What will be using the property for? Is this your first purchase? ______

Lead Source: ______First Time Buyer:______Name:

Mailing Address:

City, Sate and Zip:

Phone: * Cell Phone:

FAX: * Pager:

Email:

INDIVIDUAL/Company:

If interested in a specific commercial property ask:

What about that property interests you?
Tell me about your company:
How long have you owned the company? ______How is it structured? ______
(if self) How many employees do you have?______
Do you currently own other commercial property or need to sell a property to buy your new property?______How long have you owned that property?______
What area do you live in?
What requirements do you have for your new property?

If own or need to sell existing commercial property ask:

How long have you occupied this property?
How much do you owe?
What did you originally pay for it?
What do you think it is worth?

NEED:

Why are you looking to buy?
What are your 3 greatest needs in this transaction? ______
If I meet your needs, would we have a basis for a business relationship?______

INTEREST IN YOU AND YOUR SERVICES:

1. Do you have an agent helping you with the sale of your property? (If yes, and in your area) Why are you not seeking their services for this transaction?______

2. Are you working with other agents on the purchase of your new property______

(If Yes)

3. Are you committed to them?

4. How did you hear (or) what do you know about us? ______

5. What are your expectations from a realtor?______

6. If I meet that expectation, what would you do?______

MOTIVATION (DESIRE):

When do you need to be in your new location?______

(If urgent time need, then)

2. Based on your criteria and needs, after thoroughly researching the market, if I found the right property for you, would you be in a position to write an offer that day?______

(If not urgent)

Can you explain to meyour time frame and why buying later for youis better than now? If I could show you why it is better to buy sooner than later, would you consider it?

ABILITY

1. What price range are you looking at?

2.Describe the property you want to buy:

Office Space ______Loading Docks______SF ______

Lot Size ______Garage ______Location ______

Haves: ______Wants: ______

3. Who are the key decision makers for this transaction?______(present to all)

Have you spoken to a lender?
How much were you looking to put down and where was that coming from?______
Have you been pre-approved or pre-qualified?______
Based on your criteria and needs, after thoroughly researching the market, if I found the right property for you, would you be in a position to write an offer that day?______

(Explain market conditions and need to be ready to commit.)

(If not ready to commit for at least 30 days or more find out why and try to convert from B to A lead or reset a time to meet when they will be ready to perform.)

SET APPOINTMENT: Date:______Time: ______Location:______

(Explain to buyer the purpose of the meeting will be to go over: Benefits of doing business with you, the Buyer Agency Agreement and review the properties you have selected to show. (2-4 properties maximum)