5 Essential Requirements when Talking with
Prospects and Referring Partners
To Avoid CRAAP
When you are speaking with a bu...
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CRAAP

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CRAAP

  1. 1. 5 Essential Requirements when Talking with Prospects and Referring Partners To Avoid CRAAP When you are speaking with a buyer prospect (or a listing prospect), ask yourself these questions as you dialogue. If they meet ALL five requirements, you have yourself a great prospect and you will be on your way to making a lot of money. If someone doesn’t meet all FIVE requirements, they are probably not a good match and your time would be best spent speaking to other people. One thing to keep in mind, especially when speaking with prospects, is that some of them have been through a very difficult time and are going to be defensive. Always be as pleasant as possible and don’t take things personally. 1. C- Cooperate: When speaking with them, are they amiable and willing to cooperate? Although they may be hurting because of today’s market or because of credit issues, if they get belligerent, you do not have to work with them. 2. R- Realistic: Do they have realistic expectations? Do listing prospects realize that the housing market may not be the same as it was 3 years ago. Do buyer prospects realize that loan programs are not the same today as they were 2 years ago. 3. A- A Conversation: Are they willing to have a conversation with you? Do they even answer the phone or have they been avoiding you for weeks? Are they short with you and give clipped, one word answers or do they at least provide a little dialogue? 4. A- Action: Do they want to move forward anytime within the next 6-12 months? Are they ready to start or do they not have an established time frame? 5. P- Plea for Help: Do they want to be helped? Are they ready to do a little work and aren’t expecting things to be handed to them on a silver platter?

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