102 DEAN GRAZIOSI
Ask where they found the number – 2. You want to determine which signs and locations are bringing in the leads. Phone number – 3. You’ll probably be using Caller ID, but be sure to write down the number to keep the right number related to the right caller, especially when you’re busy and getting multiple calls. Property address – 4. This is important later when you’re trying to quickly decide whether it’s a potential good buy. How many bedrooms – 5. We’re doing two things here- -building rapport with the caller and getting information we need. Asking simple questions at the beginning is best. What is the approximate square footage of your 7. home – What you are doing is getting the information you’ll need in order to do Matt’s formula with compa- rables. Garage & basement information – 8. If you don’t have basements in your area, skip that. However, get the types of information you need to do the formula. General condition – 9. “ What’s the general condition of the property? ” “ Does it need work? ” Most homes will need work, since the sellers who call off your signs are motivated, may be down on their luck, or might be ap- proaching foreclosure. We’ve found that only around 20% of callers are tire-kickers who are just trying to see if they can unload an overpriced house. How many bathrooms – 6. Same as bedrooms.
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