How to Pre-Screen Leads by John P. Myers

Once you start marketing to your targeted area, you are going to start getting leads. Remember, all leads are not deals. Some leads will become profitable and make you a great deal of money, but most of them will be "tire kickers". You must learn how to separate the suspects from the prospects.

It is impossible to follow up on every lead that you receive. You must develop a system that will allow you to quickly and efficiently screen your leads. There are two ways to screen your leads. One is by utilizing an answering service, and the other is by having a website.

There are many advantages in using an answering service. They are available to answer calls 24/7, and the caller can speak to a live person. All information can be gathered and forwarded to you via e-mail. You will be able to quickly determine how motivated the person is and take action immediately.

Websites are being used more and more to gather information and promoting businesses. Websites allow the caller to provide their information without speaking to someone. In addition, you can put testimonials on the site, provide free reports or articles, and any other information that will give the caller an incentive to fill out the information page.

Whichever information-gathering tool you choose, you must make sure to obtain all pertinent and qualifying information. These include the caller’s contact information, the property address, what is owed on the property, what the property is worth, if the seller is willing to sell the property for what is owed. It is necessary to have the seller describe what led them to their current situation. Oftentimes, this is the most important question on the form. A one or two paragraph description of their situation usually means they have a lot of problems going on in their lives. This also means that they are highly motivated to sell and want to quickly get out from underneath their problems.

I recommend you establish a system to pre-screen and pre-qualify your leads. A website allows the lead to screen themselves. Do not try to make a deal from a non-motivated lead. How you spend or waste your time will determine how prolific you become at being a successful real estate investor.

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