{"id":39591,"date":"2026-01-28T00:16:52","date_gmt":"2026-01-27T22:16:52","guid":{"rendered":"https:\/\/vbansko.com\/?p=39591"},"modified":"2026-02-11T20:25:36","modified_gmt":"2026-02-11T18:25:36","slug":"buyer-qualification-questions-about-properties","status":"publish","type":"post","link":"https:\/\/vbansko.com\/en\/buyer-qualification-questions-about-properties\/","title":{"rendered":"Tourists or Shoppers? 5 Questions for Qualifying Customers"},"content":{"rendered":"<article style=\"max-width: 850px;margin: 0 auto;font-family: Helvetica, Arial, sans-serif;line-height: 1.6;color: #333\">\n<p style=\"font-size: 1.1em;margin-bottom: 20px\">Every broker in Bansko has at least one such story in their \u201ccareer\u201d: The client calls on Friday afternoon, sounds enthusiastic and ready to make a deal. You cancel your personal plans for Saturday morning, get up early, clean the car, drive to the property, open it, air it out and make the perfect presentation.<\/p>\n<p>The customer smiles, nods approvingly, takes pictures of everything with his phone, and finally, on his way out, says:<\/p>\n<blockquote style=\"font-style: italic;color: #555;border-left: 4px solid #c0392b;padding-left: 15px;margin: 20px 0;background-color: #f9f9f9;padding: 15px\"><p>\u201c&quot;It&#039;s very good! Now I just have to talk to the bank to see if they&#039;ll even give me a loan, and ask my wife if she&#039;s dealing with real estate in <a class=\"wpil_keyword_link\" href=\"https:\/\/vbansko.com\/en\/for-bansko\/\" title=\"Bansko\" data-wpil-keyword-link=\"linked\" data-wpil-monitor-id=\"4249\">Bansko<\/a>.<\/p><\/blockquote>\n<p>Congratulations. You just worked as a free tour guide. You wasted 2 hours, fuel, and most importantly, energy, for a person who <strong>not ready to buy at all<\/strong>.<\/p>\n<p>In our profession <a style=\"color: #2980b9;text-decoration: underline\" href=\"https:\/\/vbansko.com\/en\/useful\/weather-in-bansko\/\" target=\"_blank\" rel=\"noopener\">the weather<\/a> is the only asset that does not return. The difference between a broker who closes 3 deals a month and one who makes 3 deals a year is in the skill of <strong>buyer qualification<\/strong>. Here are the 5 questions you should ask over the phone to find out if it&#039;s worth starting the car.<\/p>\n<div style=\"background-color: #f4f7f6;padding: 25px;border-left: 5px solid #2980b9;margin: 30px 0\">\n<h2 style=\"margin-top: 0;color: #2c3e50\">The \u201cPerson, Money, Time\u201d Rule (Person, Money, Time)<\/h2>\n<p>Before scheduling any inspection, you need to have a clear answer to three fundamental components:<\/p>\n<ul>\n<li><strong>Personality (Decision Maker):<\/strong> Is this person making the decision or someone else?<\/li>\n<li><strong>Money (Budget):<\/strong> Is there a budget and is it currently available?<\/li>\n<li><strong>Timeline:<\/strong> When is he ready to buy? Today or \u201csomeday\u201d?<\/li>\n<\/ul>\n<p>If one of these components is missing, you don&#039;t have a deal. You just have a nice conversation.<\/p>\n<\/div>\n<h2 style=\"color: #2c3e50;margin-top: 30px\">Question #1: \u201cHow long have you been looking for a property?\u201d<\/h2>\n<p>This question is your thermometer for the customer&#039;s temperature.<\/p>\n<ul>\n<li><strong>Answer \u201cI start yesterday\/today\u201d:<\/strong> This is a \u201ccold\u201d client. He doesn\u2019t know the market yet, doesn\u2019t know what he wants, and will probably want to see 20 properties just to \u201cget his bearings.\u201d Don\u2019t give him priority time.<\/li>\n<li><strong>Answer \u201cFrom 6 months or a year\u201d:<\/strong> Be careful. This is a \u201cred flag.\u201d This client is either looking for a \u201cunicorn\u201d (an impossible property at an unrealistic price) or is chronically indecisive. Ask him directly: <em>\u201cWhy haven\u2019t you bought anything yet? What\u2019s stopping you?\u201d<\/em>.<\/li>\n<li><strong>Answer \u201cFor a month, I saw 3 apartments, but I missed them\u201d:<\/strong> BINGO! This is a hot buyer. He is educated, knows the prices, has experienced the pain of loss and is ready to act quickly. This is your VIP customer.<\/li>\n<\/ul>\n<h2 style=\"color: #2c3e50;margin-top: 30px\">Question #2: \u201cIf we found the perfect property today, would you be willing to pay for it immediately?\u201d<\/h2>\n<p>Does this sound too direct or aggressive? Maybe. But remember \u2013 this is a business, not a social club. This question shows you the seriousness of your intentions.<\/p>\n<p>If the answer is <em>\u201c&quot;Well, I don&#039;t know, we&#039;re in no hurry, we&#039;re just looking, the money is in a time deposit...&quot;\u201d<\/em> \u2013 congratulations, you found \u201cThe Tourist.\u201d Schedule the viewing at a time convenient for YOU (e.g. when you have other viewings in the area), not when he feels like it.<\/p>\n<h2 style=\"color: #2c3e50;margin-top: 30px\">Question #3: \u201cHow do you plan to finance the purchase?\u201d<\/h2>\n<p>Many new brokers are hesitant to talk about money because they feel uncomfortable. Get over it. You are not being rude, you are a professional who is helping the client not waste their time.<\/p>\n<p><strong>The correct script:<\/strong><\/p>\n<blockquote style=\"background-color: #eaf2f8;border-left: 5px solid #27ae60;margin: 20px 0;padding: 15px;font-style: italic\"><p>\u201cIn order to show you only properties that are realistic for a deal and not waste your time, I need to know \u2013 do you have the amount in cash or will you use a bank loan? If it is a loan \u2013 do you already have pre-approval from the bank?\u201d<\/p><\/blockquote>\n<p>If the client is counting on a loan but hasn&#039;t talked to a bank yet (&quot;I&#039;ll like it first, then we&#039;ll think about it&quot;), he&#039;s not a buyer. He&#039;s a dreamer. In 30% of the cases, the bank won&#039;t approve him. Connect him with a credit counselor and tell him to call when he&#039;s approved.<\/p>\n<h2 style=\"color: #2c3e50;margin-top: 30px\">Question #4: \u201cWho else will be involved in the decision-making?\u201d<\/h2>\n<p>The classic realtor mistake: You show your husband an apartment, he is ecstatic, but in the end he says <em>\u201cI have to show it to my wife\u201d<\/em>. And you do a second inspection. And then <em>\u201cThe mother-in-law gives the money, and she has to see it\u201d<\/em>. Third inspection.<\/p>\n<p>Save this. If there are other people making the decision (spouse, parents, investment partners), insist <strong>all<\/strong> to attend the first inspection.<\/p>\n<p style=\"font-style: italic;background-color: #f9f9f9;padding: 10px;border-radius: 5px\">\u201cMr. Ivanov, since properties in Bansko sell quickly, I recommend that you come to the viewing with your wife. That way, if you like the apartment, we will be able to react immediately before someone else snaps it up.\u201d<\/p>\n<h2 style=\"color: #2c3e50;margin-top: 30px\">Question #5: \u201cWhat do you NOT want to see?\u201d<\/h2>\n<p>Instead of asking what they want (because everyone will say \u201cnice, cheap, southern, and with a view\u201d), ask what they hate. The negative filter works better.<\/p>\n<ul>\n<li>\u201cI don\u2019t want a ground floor or a top floor.\u201d<\/li>\n<li>\u201cI don\u2019t want a northern exposure.\u201d<\/li>\n<li>\u201cI don\u2019t want a maintenance fee over 7 euros.\u201d<\/li>\n<\/ul>\n<p>This question is a powerful tool for <strong>buyer qualification<\/strong>, because it saves you from showing properties that are doomed to be rejected right out of the gate. It shows the client that you are listening and value their time.<\/p>\n<div style=\"background-color: #eaf2f8;padding: 25px;border-radius: 8px;margin: 30px 0;border: 1px dashed #2980b9\">\n<h3 style=\"margin-top: 0;color: #2980b9\">Bonus: The specific question about Bansko<\/h3>\n<p>There is one specific test for our market: <strong>\u201cAre you looking for personal use or for investment?\u201d<\/strong><\/p>\n<p>If they say \u201cinvestment,\u201d immediately ask them: <em>\u201cWhat kind of return do you expect?\u201d<\/em>. If they answer \u201c10-15% annual return\u201d, know that they have unrealistic expectations (the real one is 4-6%). Your job is to \u201ceducate\u201d them over the phone now, before you go looking.<\/p>\n<\/div>\n<table style=\"width: 100%;border-collapse: collapse;margin: 25px 0;background-color: #fff\">\n<thead>\n<tr style=\"background-color: #2c3e50;color: #ffffff\">\n<th style=\"padding: 15px;border: 1px solid #ddd;width: 50%\">\u274c THE TOURIST<\/th>\n<th style=\"padding: 15px;border: 1px solid #ddd;width: 50%\">\u2705 THE BUYER<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td style=\"padding: 12px;border: 1px solid #ddd\">\u201cI\u2019m just looking around, I\u2019m not in a hurry.\u201d<\/td>\n<td style=\"padding: 12px;border: 1px solid #ddd\">\u201cI need to buy within 2 months.\u201d<\/td>\n<\/tr>\n<tr style=\"background-color: #f9f9f9\">\n<td style=\"padding: 12px;border: 1px solid #ddd\">\u201cI\u2019ll talk to the bank if I like something.\u201d<\/td>\n<td style=\"padding: 12px;border: 1px solid #ddd\">\u201cI have pre-approval \/ Cash.\u201d<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 12px;border: 1px solid #ddd\">He comes alone for a viewing (without his partner).<\/td>\n<td style=\"padding: 12px;border: 1px solid #ddd\">All the decision makers are there.<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<div style=\"background-color: #2c3e50;color: #ffffff;padding: 40px;text-align: center;border-radius: 8px;margin: 40px 0\">\n<h3 style=\"color: #ffffff;margin-top: 0\">Do you want a script that is always at hand?<\/h3>\n<p style=\"margin-bottom: 25px\">Download our PDF \u201cPocket Assistant: Qualification Questionnaire.\u201d It\u2019s the size of a credit card \u2013 print it out and keep it next to your phone.<\/p>\n<p><a style=\"background-color: #e67e22;color: #ffffff !important;padding: 16px 32px;text-decoration: none;font-weight: bold;border-radius: 5px\" href=\"#\">\ud83d\udce5 DOWNLOAD THE QUESTIONNAIRE<\/a><\/p>\n<\/div>\n<p>Refusing to view an unqualified client is not arrogance. It is the highest form of professionalism. When you stop chasing the \u201ctourists,\u201d you will free up your schedule to provide quality service to the real buyers \u2013 the ones who sign the contracts and bring in the commissions.<\/p>\n<div style=\"margin-top: 60px;padding-top: 30px;border-top: 1px solid #eee;flex-wrap: wrap;justify-content: space-between;gap: 10px\">\n<p><a style=\"flex: 1;min-width: 280px;text-align: center;background-color: #34495e;color: #ffffff !important;padding: 15px 20px;text-decoration: none;border-radius: 5px;font-weight: bold\" href=\"https:\/\/vbansko.com\/en\/property-from-the-familys-inheritance\/\"><br \/>\n\u2190 Previous: Inheritance properties<br \/>\n<\/a><\/p>\n<p><a style=\"flex: 1;min-width: 280px;text-align: center;background-color: #e67e22;color: #ffffff !important;padding: 15px 20px;text-decoration: none;border-radius: 5px;font-weight: bold\" href=\"https:\/\/vbansko.com\/en\/brokers-manual-resources\/\"><br \/>\n\ud83d\udcd6 Back to the Handbook<br \/>\n<\/a><\/p>\n<p><a style=\"flex: 1;min-width: 280px;text-align: center;background-color: #34495e;color: #ffffff !important;padding: 15px 20px;text-decoration: none;border-radius: 5px;font-weight: bold\" href=\"https:\/\/vbansko.com\/en\/chatgpt-for-brokers-to-advertise-properties\/\"><br \/>\nNext: ChatGPT for brokers \u2192<br \/>\n<\/a><\/p>\n<\/div>\n<\/article>","protected":false},"excerpt":{"rendered":"<p>\u0412\u0441\u0435\u043a\u0438 \u0431\u0440\u043e\u043a\u0435\u0440 \u0432 \u0411\u0430\u043d\u0441\u043a\u043e \u0438\u043c\u0430 \u043f\u043e\u043d\u0435 \u0435\u0434\u043d\u0430 \u0442\u0430\u043a\u0430\u0432\u0430 \u0438\u0441\u0442\u043e\u0440\u0438\u044f \u0432 &#8220;\u043a\u0430\u0440\u0438\u0435\u0440\u0430\u0442\u0430 \u0441\u0438&#8221;: \u041a\u043b\u0438\u0435\u043d\u0442\u044a\u0442 \u0437\u0432\u044a\u043d\u0438 \u0432 \u043f\u0435\u0442\u044a\u043a \u0441\u043b\u0435\u0434\u043e\u0431\u0435\u0434, \u0437\u0432\u0443\u0447\u0438 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