What to do once you’ve found a lead

Once you’ve generated some leads, you’re going to get a number of inquiries. While it’s great to have folks contact you and increase your database of leads, the real goal is to convert these leads into clients.

Before you invest too much time and energy into a lead, there are a few things you should find out about them.

8 Key Questions

First, you need to know if they are qualified leads. Do they really plan to buy? Can they afford it? Can you help them? Here are eight great questions to get the conversation going, and also help you find out how likely it is that this lead will turn into something more.

Question 1: How long have you been looking for a home?

This question can help you determine a lot about the buyer. If they’ve been looking for a couple of years, they may never be willing to move. If they just started their search, they may not be serious about acting soon, either.

Question 2: How soon do you need to move?

If they need to move immediately, then you’ve got a high-priority client on your hands. If they want to move in the next few years, you’ll want to take note of that as well.

Question 3: Do you need to sell your current home before you can buy?

Most sellers can’t buy a new home because they have to sell their current one first. This also means you can potentially help them with more than one transaction.

Question 4: What type of home are you looking for? Condo? Single-family? Etc.

Whether they’re looking for a single-family home or a condo, find out what they’re looking for and why. File this information for future use.

Question 5: What is your comfort zone in terms of price?

Using this language can be much more valuable to you than just asking about their price range. They may be able to afford more but only feel comfortable looking in a specific range. This information will be helpful if you move forward.

Question 6: Are you working with another agent?

Find out early if you’re the only agent in the running for their business. If they’re still interviewing agents, you’re in the clear. But if they’ve signed an agreement with another agent, you should not move forward.

Question 7: Have you met with a lender yet?

This is the best way to get the ball rolling in terms of finding out if they’re pre-approved, which makes them a more viable buyer.

Question 8: Have you been pre-qualified or pre-approved?

If they haven’t been pre-approved yet, see if you can help them with the process. Ask them the following: “If I call a lender who has an opening available tomorrow or the next day, would you consider taking an appointment?” That way, not only will they get pre-qualified and you’ll know that they can afford to buy a home, but you can get them to meet with your favorite lender. 

What to do once you’ve vetted a lead

Once you have a good lead, it’s time to start converting. Click here to start your seven-day free trial of AgentEDU today and watch our course, “Converting Real Estate Leads.”

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AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced-level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth. For a seven-day free trial, sign up here.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.

How to Connect with First Time Homebuyers

For the first time in over a decade, there seems to be an influx of first-time home buyers entering the marketplace. But is it more than just anecdotal? Are more first time buyers actually in a position to purchase, and if so, what does it mean for agents?

Best First-Time Homebuyer Market Since 2006

In 2017, more than 2 million new or existing homes were purchased by first-time homebuyers, according to the First-Time Homebuyer Market Report from Genworth Mortgage Insurance, an operating segment of Genworth Financial, Inc.

The report, which measured data from the fourth quarter of 2017, revealed the number of homes purchased by first-time buyers increased nearly 7 percent from the same time in 2016, making last year the best for the first-time homebuyer market since 2006.

“The first-time homebuyer segment had one of its strongest years on record, and we expect it to continue growing in market share and driving the purchase market in 2018,” says Tian Liu, chief economist at Genworth Mortgage Insurance. “Since 2014, the segment has accounted for 82 percent of home purchases, but is still facing many headwinds.”

Unique Group with Unique Needs

First-time homebuyers are a unique group — one  that has its own set of needs that you as an agent must be prepare to address. That’s why we created the two-part training course, How to Find the Perfect Home for Your Clients.

The most common complaint that buyers will about their agents is that they were shown homes that did not fit their needs. Knowing how to find the right home for each client’s situation is a core skill that every buyer’s agent must possess.

Whether your client is a first-time homebuyer or an empty nester who is looking to downsize, you need to be prepared to understand the market — as well as how to set expectations, how to interpret the clues your client is giving you and how to eventually close the deal.

By guiding a first-time homebuyer through the sales process successfully, not only have you completed a sale and earned your commission, you may have landed a lifelong client.

Don’t miss your opportunity. Sign up for AgentEDU and learn how to find the perfect home for your clients.


AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.