Buyer Consultation: Financial Options and Qualifications Section

You need to have a segment in your buyer consultation to focus on the five specific areas of a buyer's financial picture. Don't let a prospect get away with the response, "Don't worry. I have that handled." When someone said that to me, I began to worry more than usual. It was a clear sign, in most cases, that they didn't have it handled. The five specific areas to discuss are type of financing, where to obtain it, the difference between pre-qualifying and pre-approval, earnest money deposit, and access to funds.

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