Most clients think they’re ready to buy a home, but some won’t make it to the closing table. Each buyer who calls off the search is not just potential lost income, but time and effort you could better spend with more serious clients.

When you meet future clients, ask yourself if they meet the following criteria.

Do they have a timeline?

An open-ended search will likely lead nowhere. Serious buyers typically know when they would like to be in their home or have external factors creating a timeline for them.

Can they move?

If they found their dream home tomorrow, could they move in soon? Are obligations like work, school, or the sale of their current house delaying them? Depending on these factors, they may want to move but cannot just yet.

Do they know what they want?

Clients should have an idea of what they’re looking for. You can help them by discussing their budget, their target neighborhoods, and key features they are looking for. Prioritizing wants and needs is essential. If your clients cannot be flexible on home features, price, or location to get most of what they’re looking for, their search probably won’t get far.

Are they motivated?

Your clients don’t need to answer every call or text immediately, but slow response times and indifferent, noncommittal responses could suggest they’re not ready.

Do they have the money?

Are they pre-approved for a loan? Are they paying in cash? Is the home purchase contingent on the sale of their current home? Do they have money for a downpayment?

Home searches can fall through for all sorts of reasons. But you stand the best chance of reaching the closing table if your buyer clients show these signs.