1. 1
Qualify, Qualify, Qualify
How Do We Do It?

2. Gather information, do not sell.
Commandment of qualifying!

3. Get information, not commitment.
Commandment of qualifying!

4. 4
Is that answering your question: Do you
want to do business with this prospect?
Get The Answer!

5. 5
When prospective buyers call

6. 6
•Check their questions
•Identify clear need
•Ask relevant details
•Note to list online
•Check urgency
•Check status of match
Sense the call

7. 7
When prospective sellers call

8. 8
• Ask pricing opinion
•Check if unrealistic
•Check seriousness
•Motivation level
•Discuss Marketing plan
•Choose follow-up plan
•Never ignore completely
Sense the call

9. 9
At a minimum, add respondent
to your Trophy Database.