Sometimes your scripts, especially if geared to renters and first time buyers at the entry price ranges, attract lots of calls from consumers with bad credit. That raises an important question…to qualify or not to pre-qualify buyers for credit and employment in your script – that is the question.

• Pro: Letting your script do the qualifying cuts down on calls from poorly qualified buyers.
  
  
• Con: Letting your script do the qualifying cuts down on all calls, some buyers with passable credit don't call. Others think, "Well, nuts to these folks! They're too picky! I knew it all along that this was too good to be true!"
  
  
• Opinion: Do NOT use qualifying information unless you become overrun with bad credit callers. Many members from around the country report that this is no problem as they don't have a big problem with unqualified callers. Some members started out using the qualifying information that I use in some of my scripts and report that they had almost no calls to them from the script – in other words, they scared everybody away! When they removed the qualifying language, their response rate dramatically improved.

Since my hotlines generate 1,200 to 1,600 calls each month, I use qualifying information to cut down on the number of calls coming in on my E.I. Hotline (the Hotline that I use for most of my first-time-buyer homes). I know that this costs me some sales, but my hotline is so successful, it's a price I'm willing to pay.

While you're getting started, I would strongly urge you to NOT include qualifying information unless you become overrun with "nuisance calls", from prospects with bad credit or shaky employment. Even then, work up to my recommended language gradually. The more restrictions you put up on your script, the more people you discourage from following through and calling your or attending your tour of homes.

I never put qualifying information in my scripts for Tours or group showings. The more prospects I have at these showings – qualified or unqualified – the greater the Gold Rush effect. In fact, I often watch as the unqualified buyers get so excited that they motivate the qualified buyers to take action!

If you do get too many bad credit callers, note that I do not give my contact phone number until they have heard they must have good credit. This cuts down on the number of calls from unqualified buyers (although your hotline will get so many folks so excited that they will not be able to restrain themselves from calling anyway, even though they don't qualify because of credit or employment).

I find that by informing callers about the need for good credit has twin benefits for me. One: Callers with good credit want to know even more, because they are now part of a "select group" that qualify for something good that others can't have. Two: I'm screening out many of the poor credit callers, but they will still spread the news of your hotline to co-workers, family and friends.

The Script (this language can be inserted at the end of any script):

To qualify for my ___________________ Service:

1. You must have a record of paying all of your bills on time for the past 12 months, and be able to prove it. Credit reports will be performed by both me and the home lender. You must have good credit, and be able to prove it. If you have received late payment notices from creditors within the last 12 months, you will not qualify for any of my home loan programs.
   
   
2. You must be able to prove that your rent has been paid within 10 days of it's due date for the past 18 months. Your landlord will be required to sign a form stating that your rent has been paid within 10 days of it's due date.
   
   
3. You must have no outstanding judgments or collections. If you do, you must pay them off in full before applying for a home or a home loan and be able to prove other good credit.
   
   
4. You must have been steadily employed with no layoffs for the past 12 months. Your employer will be required to fill out forms stating when you started and how much you earn. Your employer must also state on the form that your employment is stable. You will also be required to furnish tax returns for the past 2 years, as well as current pay stubs.
   

If you would like to know more about my FREE Home Finder Service, or would like to begin having my HomeFinder computers mail you the listings you specify automatically, just call me anytime, 24 hours a day at 555-1212 and ask for Terry Hunefeld. I promise to answer all of your questions and help you find the home of your dreams - absolutely free. Thanks for calling, and best wishes in your home search!

Or… another option… a little softer way of saying the same thing…

To qualify for any of my low interest rate or low down payment home loans, you, or you and your spouse combined, must earn a total of at least $??,000 per year, and have a record of paying your bills and rent "on time" for at least the last 18 months. You must have a regular, full time job and receive a regular paycheck. If you have bad credit, unpaid judgements, or a history of not paying your rent on time, I regret that we will not be able to help you. These loans are only available for individuals with full time and employment and a record of paying all of their bills on time for the last 3 years.

As you can well imagine, there's just too much to tell you about on this brief recorded message, but it's easy for you to get more information. Just give me, Terry Hunefeld, a call at at 555-1234 or (optional) you may leave your name and phone number at the end of this message and I will return your call.

So, thanks for calling! I look forward to talking to you, and best wishes in your home search. This is the end of this recording.