One of the most common shortcuts that Realtors try to make is in the buyer qualification process, yet that process is one of the most important services that we provide and one of the most important aspects of our work. It is human nature to want to draw to a conclusion quickly.
It has been said that prescription without diagnosis is malpractice.
We often will try to categorize things into what we already know. This tendency compels us to assume we know what the buyer wants and, worse, what the buyer qualifies for in terms of a purchase price.
Buyer qualification is about more than finances, however; it relates to the desire and ability to buy. It is as much emotional as it is financial. Some people just aren’t ready to buy.