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A guy in Phoenix called me out for not checking if leads actually had money, now I ask one question before anything else
So about a year ago I had a lead come in from a networking group in Phoenix. Nice guy, seemed ready to buy. We met twice, I showed him 6 places, then he ghosted. I asked a buddy of mine who runs a small brokerage what I did wrong, and he said flat out, 'You never found out if he could actually afford what you were showing him.' That hit me hard because he was right. I used to think asking about budget upfront was pushy or rude, and I figured the pre-approval letter would tell me everything I needed. But this guy had a pre-approval for $450k and we were looking at $580k places because he kept saying 'I'll figure it out.' Now I literally ask one simple question before I get in the car with anyone: 'What's the most you're comfortable paying each month?' Some people think that's too direct and you'll scare off good leads. Others say it saves you 10 hours of wasted showings. I'm in the second camp now, but I want to hear from you all. What's your go-to question to figure out if someone's actually serious?
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