Over the years, I’ve hired well over 3,000 agents. I’ve watched some build strong, profitable careers. I’ve also seen many burn out and leave the business. In my experience, one of the biggest differences between those two groups is how well they qualify their prospects.
Early in your career, it’s easy to get excited when someone says they want to buy a home. When you don’t have a steady flow of leads, every inquiry feels like a big opportunity, but enthusiasm without a solid process will drain your time and your bank account.
If you want to last in this business, you need a simple, proven way to sort serious buyers from casual shoppers. There’s no perfect formula. But there are seven questions that I’ve found to be extremely effective. I train every agent in my brokerage to ask them. And even after three decades in real estate, I still ask every single one whenever I speak with a new buyer.
If you’re serious about protecting your time and building a stable career, you should ask them too.
1. Are you currently working with another agent or have you signed a buyer representation agreement?
Many buyers do not fully understand how the real estate industry works. Especially since the recent NAR lawsuit.
Some think it’s perfectly fine to talk to multiple agents at the same time. Others may not realize that signing a buyer representation agreement is a legal commitment. That’s why this question always has to come first.
By asking it right away, you avoid ethical problems and wasted effort. You also show that professional representation matters. You are not just opening doors—you’re offering expert guidance throughout the transaction.
Agents who skip this question often learn a painful lesson. They spend days or weeks showing homes, writing offers, and answering questions for someone who is already committed to another agent. At the end of the month, they have no deals in the pipeline, and after a few months like that, many agents simply quit. I‘ve seen it happen hundreds of times.
So protect your time by asking this question every single time.
2. Why are you moving, and what happens if you do not move?
This question uncovers a buyer’s motivation.
A buyer with a clear reason for moving, and a clear consequence if they don’t, tends to make decisions faster. A buyer without a strong reason often delays, keeps browsing, and sometimes disappears.
You only get paid when a transaction closes, so before you commit hours to showings and research, you need to understand what is driving the move.
For example, a buyer who says, “We’d like a nicer view” or “We’re just kind of tired of our house,” may not feel much urgency. On the other hand, someone who just accepted a new job in another city usually has a firm deadline. They need to move. That urgency leads to action.
If there is no real consequence for staying put, the process can stretch on for months. Meanwhile, serious buyers who truly need your help might not get your full attention.
Find out the “why” behind the move. It will tell you almost everything you need to know.
3. When do you realistically want or need to be in a new home?
Timeline determines strategy.
A buyer who needs to be in a home within 30 days requires a very different level of service than someone who is just starting to think about moving next year.
If a buyer’s home recently burned down and they are living in a short-term rental, they need fast and focused action. If you cannot adjust your schedule to meet that urgency, another agent will. On the flip side, if a buyer has no strict deadline, you can take a more measured approach.
Here is the key: the timeline should match the reason for moving. If someone says they “might” move in six months but also claims they have to relocate for a new job next month, something doesn’t add up.
It is important to manage your availability wisely. Some clients, if given the chance, will try to take up as much of your time as possible. You have to base your priorities on a realistic timeline, not just on who is the loudest.
4. Have you already spoken with a lender or do you need a trusted referral?
This is one of the most important questions on the list.
Financial readiness is not optional. At my brokerage, no pre-approval means no property tours. That policy protects our agents’ time and keeps them focused on serious buyers.
When you ask about a lender, you are also positioning yourself as a professional. You are not just reacting to requests. You are guiding the process.
I understand that selectivity can feel uncomfortable, especially when you are new. Many agents will show homes to anyone willing to meet, hoping that it eventually leads to a deal. But that approach usually leads to frustration.
When you set a clear standard, something interesting happens. Often, buyers step up. When people feel like they might not qualify to work with you, it pushes them to get organized. They talk to a lender. They gather documents. They take the process more seriously.
Top producers are selective. They choose to work with buyers who are ready, willing, and able.
5. What price range do you feel comfortable with monthly, not just purchase price?
Most buyers focus on the list price. But the list price doesn’t tell the full story.
A more important question is how much they are comfortable paying each month. That includes principal, interest, taxes, insurance, and possibly HOA dues.
When you shift the conversation from price to payment, you reduce surprises later. A buyer may say they want a $600,000 home, but if the monthly payment makes them anxious, that number ultimately doesn’t matter.
There are also creative tools that can help bridge gaps. Mortgage buydowns, seller credits, and creative financing strategies can lower a monthly payment and make a home more affordable than it first appears. If you focus only on the purchase price, you may miss opportunities to structure a deal that works best for everyone.
This question also positions you as an expert. You are not simply sending listings. You’re helping buyers think through the full financial picture and how it fits their lifestyle.
6. Who will be involved in the decision-making process?
Few things are more frustrating than thinking you have a done deal, only to hear, “Great! I just need to talk to my wife,” or “I’ll run this by my business partner.”
If there are other decision-makers, they need to be involved early. That includes spouses, partners, parents, or even financial advisors in some cases.
When you identify everyone upfront, you can ask each person the same key questions. Sometimes, their answers are different. One spouse may care most about commute time. The other may focus on schools or layout.
If someone important is missing from the process, the deal can stall at the last minute. By bringing all decision-makers to the table early, you reduce the chance of surprises and keep the transaction moving forward.
7. If we find the right home that fits your criteria, are you prepared to make a decision quickly?
This is a direct question, and it should be.
Serious buyers usually answer without hesitation. You can hear the confidence in their voice. You can see it in their body language.
If there is uncertainty, though, that’s a signal. It doesn’t mean you walk away, but it may mean you slow down and reset expectations.
In many markets, good homes do not sit for long. Buyers who cannot act quickly often miss out. If someone is not prepared to make a decision, you need to know that before you invest dozens of hours in showings.
Always remember this: you get paid for closed transactions, not for effort. Hard work alone does not pay the bills, unfortunately.
This is a process that protects your career
These seven questions are not complicated. They’re simple, direct, and practical. And most importantly, they can change the course of your career.
When you consistently qualify buyers before meeting in person, you protect your time, reduce stress, and increase your closing ratio. Most importantly, you build a real business instead of chasing random opportunities.
After three decades in this industry, I can tell you this with confidence: talent matters, but discipline matters more. Agents who follow a strong process stay in business, while agents who rely on enthusiasm often do not.
If you want to avoid burnout and build a career that lasts, start by asking better questions.