You don't need more leads. You need fewer wrong conversations. Pre-qualification is not gatekeeping—it is mutual fit. Serious buyers and sellers respect clarity.
The five non-negotiables
1) Geography: do you truly serve that area? 2) Timeline: is there a real window? 3) Financing: pre-approval or proof of funds? 4) Motivation: why move now? 5) Representation: are they committed or shopping agents?
Two scripts that work
Buyer: "Before I line up showings, I want to make sure I'm the right fit. Are you pre-approved or paying cash, and what's your target close window?"
Seller: "I only take listings I can market aggressively. Walk me through timing, mortgage payoff, and what 'success' looks like in the next 90 days."
When to walk away
If timeline is undefined, financing is absent, and they won't commit to next steps, move them to nurture. Politeness is not the same as availability.
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Realtee IQ — Objective readiness beats gut-based qualification.