MODULE 08
Discovery protects both sales efficiency and compliance. The operator should learn enough about the property, owner, building, agency policy and timing to decide whether a proposal is justified.
Qualify decision authority, property fit and commercial timing.
Separate solvable objections from disqualifying constraints.
Record discovery in a decision-ready format.
Qualify the person, property, problem and process. Person means authority and stakeholders. Property means physical, building and preliminary location fit. Problem means what outcome the owner is seeking. Process means information, approvals, timing and decision sequence.
A promising conversation is not a qualified opportunity until these layers are understood. Missing authority or incompatible timing can waste weeks even when the contact is enthusiastic.
Ask about ownership, co-owners, mortgage or insurer conditions, strata or body corporate, previous approvals, known complaints, intended future use, access systems, parking and material defects. Phrase questions as due diligence, not interrogation.
Record unknowns explicitly. 'No restriction disclosed' is not the same as 'restriction checked and cleared'. Use statuses such as verified, stated by owner, pending evidence and unresolved.
Examples of early disqualifiers include refusal to provide informed consent, pressure to conceal the use, incompatible building rules, impossible timeframe, unacceptable property condition or economics that cannot support conservative assumptions.
A pause is different from a rejection. If a solvable item requires evidence, assign an owner and deadline. If a hard gate fails, close the opportunity and protect the pipeline from emotional attachment.
A leasing assistant likes the concept but cannot present non-standard applications. The operator identifies the property manager and owner approval process, provides the requested summary and sets a follow-up date rather than treating the assistant's interest as consent.
Record authority, property fit, owner goals, process, evidence status and disqualifiers.
Distinguish verified facts, stakeholder statements, assumptions and open questions.
Person, property, problem and process.
No. Record the source and verify matters that require documents, authorities or professional advice.
When a non-negotiable consent, compliance, safety, integrity or financial gate fails.
Situation, problem, impact and solution questions
Property, owner and process questions
The difference between interest and authority
Red flags that should pause the sale
How to summarise what you heard before presenting
Confirm property facts
Ask what the owner values and fears
Explore previous accommodation or tenancy issues
Identify decision-makers and approval steps
Summarise the needs and agree whether a proposal is appropriate
Discovery call form
Decision-maker map
Risk and red-flag notes
Qualification score
Asking only closed yes/no questions
Interrogating rather than conversing
Pitching before understanding concerns
Ignoring vague answers about strata or council
Continuing when the decision-maker will never be consulted