RE12 Qualifying the Buyer for the Right Property for Realtors by Tom Hopkins (Vintage) I’ve prospected and taken a good sale-able listing. When I walk out of that property, I immediately send the seller a thank you note. I put their home on my hot sheet; all of my listings are on a sheet on the very top of my desk. When I’m qualifying a buyer, I can quickly review my own listings. One of your goals is to carry such a good inventory that you can sell your own listings most of the time. This is not just because you want to make more money; you will also cut down a lot of problems. When you have the listing and the sale, you control both buyer and seller as to the financing, the closing, the settlement, all the things we must do.