A young couple contacted a realtor about buying a new home. Now that the realtor has prospects, his next step should be to ________.

Question

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The realtor's next step should be to qualify them, meaning to determine if they are serious about buying a home, their budget, preferences, and other important factors. This will help the realtor narrow down the list of potential homes to show the couple and save time for both parties. Handling objections, preparing an approach, making a sales presentation, and closing the sale can only come after the realtor has qualified the couple and has a better understanding of their needs and wants.

A Young Couple Contacted a Realtor About Buying a New