Building rapport is a naturally key element to the pre-qualification process but it is not the primary influence of the customer's decision. Within a few minutes of your first conversation your potential borrower will usually make up their mind as to whether or not you right for them. You can greatly influence their decision in your favor by demonstrating your knowledge but most importantly by demonstrating that you care.

The first question to make sure you incorporate into your pre-qualification script is "What area and price range are you looking in?" This question will take the conversation to a whole new level because now you are talking to them about their dreams, wants and desires in a clean fashion.

The second question you should always be asking is "What monthly payment amount are you comfortable with?" This question shows that you care about them because this is a question about their lifestyle and boundaries. Both questions will get your customers talking about themselves and we know the value of that in building rapport.

By using these two powerful questions every time, your rate of converting prequals into closings will improve significantly!