Questions to ask a house and land buyer on the first call.

Why the first call matters.

Most buyers enquire on more than one package, often with more than one agent. The first call decides whether they keep talking to you. Ask good questions and you can send the right three packages instead of twenty, and the buyer can tell you listened.

Eight questions to ask.

You don't need to read them out like a form. Work them into the conversation, and change the wording so it sounds like you.

1. Why they're buyingAre you buying to live in, or as an investment?

2. FinanceHave you spoken to a broker yet? Do you have a pre-approval, and roughly what is it for?

3. Deposit and grantsHow are you going with the deposit? Are you planning to use any first home buyer grants or schemes?

4. AreaWhich areas are you looking at, and what matters most about where you live? Work, schools, family?

5. The homeHow many bedrooms do you need, and is there anything you won't budge on?

6. TimingWhen would you like to be in? Is a lease ending, or is this more of a next year plan?

7. The decisionIs anyone else part of the decision, like a partner or parents helping with the deposit?

8. What else they've seenHave you looked at other packages or builders yet? What did you like about them?

Listen more than you talk.

The buyer's answers tell you which packages to send and which to leave out. If they say finance isn't sorted, the next step is a broker, not a brochure. If they say a partner isn't sure yet, the next call needs the partner on it.

Write it down where your team can see it.

Put the answers in your notes straight after the call: purpose, finance, budget, area, size, timing and who decides. The next call then starts where this one finished, even if someone else on your team makes it.

End with a next step.

Before you hang up, agree what happens next and when. Good next steps sound like this:

• "I'll send you the best three packages tonight and call you Thursday at 6."
• "Let's meet at the estate on Saturday at 10 so you can see the lots."
• "I'll put you in touch with a broker today, and we'll talk once you have a pre-approval."

If they're not ready yet.

Plenty of good buyers are months away. Agree when to check in, then follow a set schedule. See how to follow up house and land enquiries, and what to text a buyer who's gone quiet.

If you want this done for you.

Our instant reply texts each new enquiry in your business's name and asks a few quick questions, such as whether they're buying to live in or invest and what their budget is. Buyers who are ready go to your team with a short summary, so your first call starts in the right place. We run you in approval mode, so each reply waits for you to press Send. See how it works.