How do I qualify buyers before accepting a showing?

Qualifying buyers before you let them through the door is one of the most important things you can do as a FSBO seller, and one of the most commonly skipped. It feels awkward to ask someone to prove they can afford your home before you show it to them. But the alternative is spending your weekend giving tours to people who have no realistic path to buying it, which wastes your time and creates real security risks.

Ask for pre-approval, not just pre-qualification. There's a difference. Pre-qualification is a quick, informal assessment based on self-reported information. A lender runs the numbers based on what the buyer tells them and produces a letter. Pre-approval involves actually verifying income, assets, employment, and credit through documentation. A pre-approval letter is more meaningful because someone has actually looked at the financial picture rather than just taken the buyer's word for it.

When a buyer calls or emails about a showing, a simple professional response works well: "We're happy to schedule a showing. Could you send over your pre-approval letter, or if you're paying cash, a recent bank statement showing available funds? We want to make sure the process is as smooth as possible for everyone." Most serious buyers will have this ready. Buyers who push back or resist are telling you something worth paying attention to.

Check that the pre-approval letter makes sense. Look at three things: the lender's name (is it a recognizable institution?), the approval amount (does it cover your asking price?), and the date (is it recent, within the last 30 to 60 days?). Pre-approval letters expire. An outdated one doesn't mean much. Also note whether the letter is for a specific property or a general amount.

For cash buyers, request a proof of funds document: a bank or investment account statement dated within the last 30 days showing sufficient funds. Cash buyers sometimes push back on this because they're accustomed to moving quickly, but a serious cash buyer will understand and comply. Be cautious of anyone who claims to be paying cash but won't provide documentation.

If the buyer has an agent, the agent's involvement provides some built-in qualification screening. Agents generally don't want to waste their time showing properties to clients who can't buy them. But it's still reasonable to confirm that pre-approval is in place before scheduling.

Open houses are lower-stakes because they're public by nature. You don't need to pre-qualify every visitor. But have a sign-in sheet that captures name and contact information, and note during conversations whether anyone seems like a serious buyer worth following up with directly.

Qualification isn't about being difficult. It's about managing your time and your security. Buyers who are ready and serious won't be bothered by a professional process. Buyers who aren't ready won't make it through your front door, which is exactly the right outcome.