How to identify serious buyers from their first request via an online form
Learn how to effectively qualify interested buyers who contact via online forms. Tips for detecting their seriousness from the first message.
Turn a generic message into an opportunity
In the luxury real estate sector, many prospects simply send a generic message via a contact form, often limited to:
“Hello, I am interested in [property title].”
But what does this first contact really mean? Is this a serious buyer or just a curious person?
The real challenge is knowing how to qualify these prospects from that moment on, without wasting time while maximizing opportunities. This article explores techniques for responding effectively and assessing their motivation.
1. Understand the context of a generic message
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An online form is often the easiest method for potential buyers to register their interest, but it can also be a way to “test the market”. Here's why:
- Lack of initial engagement : The prospect didn't bother to call.
- No specific question : This can mean a passing interest or a lack of seriousness.
What this reveals: A generic first message is not necessarily a bad sign. It often indicates an initial interest that you can explore further.
2. The first answer: Generate concrete commitment
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Your initial response is crucial to filtering out serious buyers. Here is a sample response:
Hello [Prospect Name],
Thank you for your interest in [property title]. Can you tell me more about your real estate project?
- Are you looking for a primary or secondary residence?
- What is your deadline for a purchase?
- Do you have any particular criteria regarding the property?
I remain at your disposal to organize a visit or discuss your research in more detail.
Kind regards,
[Your First and Last Name]
Why this method works :
- It requires the prospect to provide additional information.
- It shows your professionalism and availability.
3. Call for an initial exchange: An essential step
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If the prospect left a phone number, a quick call can make all the difference. During this exchange:
- Validate their interest : “Can you tell me what attracted you to this property?”
- Identify their expectations : “What are your main criteria?”
- Test their availability : “Would you like to visit the property this week?”
Practical tip: Serious buyers will be receptive to the exchange and will ask relevant questions in return.
4. Offer exclusive resources to capture their attention
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In your email response or during the call, offer additional documents or information that can capture the prospect's attention:
- A complete file of the property with additional photos, plans, or detailed description.
- A virtual visit to engage them more before a physical visit.
Real example: A buyer who downloads a file or views a virtual tour is often further along in their project.
5. Use a CRM to track and qualify
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A good CRM tool can help you analyze prospect behaviors after first contact:
- Did they open your email quickly?
- Did they click on a link to additional information?
Why it's useful: Prospects who are responsive to your communications are often the most motivated.
6. When a prospect is probably curious
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Certain behaviors indicate a low level of seriousness:
- The prospect does not respond to your emails or calls.
- He remains vague or avoids giving concrete information about his project.
- He shows no availability for a visit.
In these cases, keep in touch passively by including the prospect in a newsletter or offering them other goods in the future.
Never underestimate a generic form
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Although a simple message like “Hello, I'm interested in [property title]” may not seem promising, it often hides opportunities. By asking the right questions up front, offering exclusive resources and remaining proactive in your interactions, you can turn these first contacts into concrete sales.
