Check Your Understanding-Answers
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What four categories of information are important for you to collect from your prospects?
Demographics
Current information
Needs and wants
Financial information
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Define "qualifying the buyer."
The process of correlating the buyer's needs and wants with his or her actual financial capacity to buy.
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What should you do before you show any properties?
Prepare by determining your approach and then making notes about the specific features you want to showcase at each property.
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What is an important technique that allows buyers to see themselves in the home?
Asking who, what, where and how questions for each room and feature of the home.
