I’ve hired well over 3,000 agents throughout my career, and in my experience, one of the biggest factors that separates those who build a successful career from those who burn out and give up is the effort they put into qualifying their prospects.
It’s easy to let enthusiasm put you into situations that waste your time and don’t generate revenue, especially early in your career when you don’t have a steady flow of leads. But if you expect to survive long-term, you need a proven process to qualify prospects.
There is no magic formula that works perfectly 100 percent of the time, but there are seven questions I’ve found incredibly useful in separating serious prospects from those who will waste your time and leave you broke and discouraged.
I train all of my agents to qualify their prospects with these questions, and even after a career spanning three decades, I still ask every single one every time I talk with a new prospect. And you should too, because they work wonders.
7 questions to ask homebuyers before meeting in person
So let’s unpack the qualifying questions you need to ask every new prospect.
1. Are you currently working with another agent, or have you signed a buyer representation agreement?
A large portion of the public simply doesn’t understand how the agent model works, and frankly, most of them don’t care, so it’s important to ask your prospects if they’re already working with another agent or whether they’ve signed a buyer representation agreement.
This avoids ethical issues and wasted effort, and also sets the expectation that professional representation matters.
Agents who fail to do this often waste valuable time and energy showing properties to someone who will never become a client. That’s how you end up at the end of the month with nothing in your pipeline. A few months like that can force you out of the industry pretty quickly. Unfortunately, I’ve seen it happen to hundreds of agents.
So this is the first question you need to ask every single time you talk to a new prospect.
2. Why are you moving, and what happens if you do not move?
A buyer with a clear reason and consequence typically moves more decisively, while a buyer without one often delays, shops endlessly or even disappears.
You’re busy, and you only make money when you close a transaction, so if you want to avoid wasting your valuable time, you need to get a clear answer to this question before investing the time to meet a prospect in person.
So, for example, a buyer who wants to move because they want a better view or they’re just tired of their current home probably isn’t very motivated, but a buyer who needs to move because of a new job they just accepted is probably a lot more motivated. They’re also more likely to close in a specific timeframe instead of endlessly shopping.
3. When do you realistically want or need to be in a new home?
A buyer’s timeline determines their urgency, showing strategy and how aggressively you should engage.
If a buyer has a compressed timeline because their previous home burned down and they’re camped out in an Airbnb, you’ll need to adjust your availability or risk losing them to an agent who can make them a higher priority. On the other hand, if they have a longer, more flexible timeline, you’ll face less risk of losing them.
If given the opportunity, most clients will try to monopolize your time, so you need to base your availability and priorities on a realistic timeline rather than simply adhering to their demands. This can be a delicate balancing act because egos are at play.
4. Have you already spoken with a lender, or do you need a trusted referral?
This question is critical because it establishes both financial readiness and seriousness. No pre-approval means no property tours in my brokerage because I’m adamant that my agents maximize their success by serving only clients who are serious and ready.
Top-producing agents are successful because they’re selective in who they work with. I’ll be the first to admit this kind of selectivity can be scary — especially early in your career. Many agents will spend a lot of time with anyone willing to have a conversation on the off chance that it eventually leads to a closed transaction, but that means a lot of wasted time with people who will never close.
When you demonstrate selectivity, it often motivates prospects to get their ducks in a row. Psychologically speaking, when a prospect feels like they’ve been rejected, it triggers something in them to prove they’re worthy to work with you.
5. What price range do you feel comfortable with monthly, not just purchase price?
This reframes the conversation around affordability and lifestyle. Buyers often fixate on price instead of payment, and this question prevents misalignment later.
The reality is that the sale price is only one part of the equation, and an experienced agent can often find creative ways to structure a deal that allows them to close on the dream home that may have seemed out of their reach.
Mortgage buydowns, creative financing, seller credits and other strategies can enable you to close a transaction that wouldn’t have closed if you had focused only on price.
This approach helps position you as an authority in your industry who is truly focused on meeting your clients’ needs, not just another glorified order-taker showing them a list of properties. This can be a powerful way to separate yourself from your competitors.
6. Who will be involved in the decision-making process?
Anyone who has spent any time in a sales role knows firsthand how deflating it can be to get to the finish line of what seemed like a done deal, and then hear, “Great! I just need to talk to my wife/husband/business partner.”
If a spouse, parent, partner or advisor is missing, deals stall. That’s why you need to identify all decision-makers early and know exactly what makes them tick. You’ll need to ask them all the same questions you asked your initial prospect because their answers may differ.
This is critical to prevent a surprise decision-maker suddenly appearing at the eleventh hour and derailing the transaction.
7. If we find the right home that fits your criteria, are you prepared to make a decision quickly?
This question is direct, and it tests commitment.
Serious buyers say yes, and you can often tell by their tone that they mean it. On the other hand, any hesitation or uncertainty here can be a signal to slow down or reset expectations.
Remember, you only get paid for a closed transaction — not effort, so you need to know that you’re dealing with a motivated buyer before investing too much of your valuable time and energy.
