Episode 118 - Qualifying Prospects

Overview Most CRE brokers have bloated pipelines full of low-quality deals that drain their time and degrade their service. Rod Santomassimo argues that the path to higher income isn't more deals — it's better deals. In this episode, he walks through a 9-point qualification checklist that top producers use to decide which clients and opportunities are worth their resources, and which ones to walk away from. Key Takeaways A bloated pipeline full of bad deals is worse than a lean pipeline of good ones Set a minimum commission threshold — and actually enforce it Every deal either builds your brand reputation or dilutes it — choose accordingly Cooperation and transparency from the client in discovery predicts how they'll behave at closing Know your service capacity and don't exceed it — quality of service drives referrals Apply this checklist to every deal currently in your pipeline — not just new ones