How to identify serious buyers from their first inquiry via an online form
Learn how to effectively qualify interested buyers who contact you via online forms. Tips for detecting their seriousness from the very first message.
Turn a generic message into an opportunity
In the luxury real estate sector, many prospective buyers simply send a generic message via a contact form, often limited to:
“Hello, I am interested in [property title].”
But what does this initial contact really mean? Is it a serious buyer or just someone who's curious?
The real challenge is qualifying these prospects at that early stage, without wasting time, while maximizing opportunities. This article explores techniques for responding effectively and assessing their motivation.
1. Understanding the context of a generic message
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An online form is often the simplest way for potential buyers to express their interest, but it can also be a way to "test the market." Here's why:
- Lack of initial commitment : The prospect did not bother to call.
- No specific question : This could signify a passing interest or a lack of seriousness.
What this reveals: A generic first message isn't necessarily a bad sign. It often indicates an initial interest that you can explore further.
2. The first response: Generate concrete commitment
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Your initial response is crucial for filtering out serious buyers. Here is a sample response:
Hello [Prospect Name],
Thank you for your interest in [property title]. Could 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 arrange a visit or discuss your search in more detail.
Sincerely,
[Your First and Last Name]
Why this method works :
- It requires the prospect to provide additional information.
- It demonstrates your professionalism and availability.
3. Call for an initial discussion: An essential step
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If the prospect has left a phone number, a quick call can make all the difference. During this call:
- Confirm their interest : “Can you tell me what attracted you to this property?”
- Identify their expectations : “What are your main criteria?”
- Check 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 a detailed description.
- A virtual tour to further engage them before a physical visit.
Real-life 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 behavior after the first contact:
- Did they open your email quickly?
- Did they click on a link to additional information?
Why this is useful: Prospects who respond to your communications are often the most motivated.
6. When a prospect is probably a curious person
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Certain behaviors indicate a low level of seriousness:
- The prospect is not responding to your emails or calls.
- He remains vague or avoids giving concrete information about his project.
- He has not shown any availability for a visit.
In these cases, maintain contact passively by adding the prospect to a newsletter or by offering them other properties in the future.
Never underestimate a generic form
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Even though a simple message like “Hello, I’m interested in [property title]” might seem unpromising, it often hides opportunities. By asking the right questions from the start, offering exclusive resources, and remaining proactive in your communications, you can turn those initial contacts into concrete sales.
