Most real estate agents get ‘misled’ about qualifying people.
Here is what I mean:
Some agents are so obsessed with qualifying people that they simply miss the basics - one being the fact that people have learned how to ‘lie’ and 'mislead' agents.
Here is a question for you - Have you ever got a lead telling you they are ready to buy or sell, so you give them your time and all the info they need, and then they never answer your phone again?
Well, you’re not the only one...
That’s why this method is called 7DQ Method...It stands for 7 DIS-Qualifiers.
The basics are simple - to dis-qualify and get rid of potential time wasters by making it very hard for them to get to you so you don’t waste your time with them.
How do you do it?
Here are four of them to get you started… Each disqualifier serves a specific purpose and when you use ALL seven of them the 7DQ Method really works:
- Dis-Qualifier #1 - Location - Go narrow as you can… so the first word in the ad is actually the city or neighborhood, even street if possible… you don’t want just anyone clicking (here you are dis-qualifying people with location)
Just think a bit - why would you have anyone even looking at your ad unless your property is their desired area?
- Dis-Qualifier #2 - Price - Right after location and the first sentence I’ll introduce the price so people know it from the start… you don’t want anyone clicking the ad who cannot afford the property aka save money!
Again - do you really want to waste your precious time on a bunch of emails and calls just to say what is the price of property you are selling?
- Dis-Qualifier #3 - Property size/features - Right under the price I’ll add how many bedrooms, bathrooms, garden, etc. Property has… you don’t want anyone clicking the ad who thinks the price doesn’t match the property size/features aka save money!
Same as above - do you really want to waste your precious time by giving out the basic features of the property?
- Dis-Qualifier #4 - Video/Slideshow - I’ll use a video with up to 20-25 photos, that’s up to 58sec long (this way you can advertise on Instagram too)… you don’t want anyone clicking the ad just to ask for ‘more photos’ aka save money!
Wouldn't it drive you mad to waste your time by sending out more photos to just about anyone?
As a reminder, this how vast majority of real estae ads on Facebook look like:
1.There will be short or almost No description about the property - reason for you to waste time by sending it...
2. Not enough property features - reason for you to waste time by sending it...
3. NO price - reason for you to waste time by sending it...
4. A single image of a property - reason for you to waste time by sending more photos...
If you have an ad similar to this, you’ll lose a ton of time, and nerves just by sending out all that information.
Not to mention, you’ll waste a lot of money on non-qualified leads - people who just want more info about the property.
Why do that when you can dis-qualify them in the first place by giving them a lot more relevant and important information about the property so the ones who do contact you are really interested and won’t waste your time asking you about that basic information about the property?
What most think as the ‘normal’ way is that you should create curiosity and not give people enough information so they ask you for more i.e. Images, description, price, etc... - But what’s the purpose of that if the little information they got is incomplete?
Therefore, you are creating a pool of unqualified leads who cost you time and money.
The “Contradictory angle” engages your prospects in a rare and different way by giving them a lot of information so if they want even more - you know they are pre-qualified in a way not to waste your time.
Well, I can’t guarantee you’ll never have time wasters, but you’ll have a hell of a lot less of them with 7DQ Method.
Now, there are THREE more disqualifies that are needed to complete the 7DQ method, but they’re harder to put into words and best explained when shown.
The question you might be asking yourself: