Here are 16 questions from our topgun training course on
“Qualify Clients” and prospects.

 1. How Soon Do You Want To Close?
 2. Why So Soon?
 3. Why Not Sooner?
 4. Tell me about your experience with….
 5. In terms of experience, how many units like these do you
     own or have you built in the last 5 years?
 6. How have you financed your properties in the past?
 7. What were the terms on the financing? -
       This is a validation technique!
 8. Who provided the financing? – Get a New Funding Source
 9. Why don’t you want to use them for this project? -
       Identify potential the weaknesses in the deal
10. Our financing is 80% and require 20% equity! 
11. Are you able to meet the 20% equity requirement?
12. Does this sound like something that will work for you?
13. Do you have any questions for me?
14. Would you like to move forward and start the process?
   I can have you some term in 48 hours or less.
Here what I’ll need to get started.
15. A Copy Of Your Contract -
16. As much information as you have on the project or the property

If it becomes obvious that the client doesn’t qualify, simply proceed as if he does qualify and get ALL the key information FIRST!

After receiving all the information, contact the borrower and say:
“I’ve received your information. However, we will need to package and underwrite this project to meet our lender’s underwriting guidelines. Without the underwriting and proper formatting and packaging, our lender won’t give us any serious consideration.”

Offer some of your FEE based services:

Learn The Skills To Do The Commercial Deals
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