Not everyone who inquires about a property intends on making a purchase. Some predators pose as buyers with the intention of robbing, raping or murdering the real estate agent, or stealing from the seller's property.

Real estate agents are in a high-risk profession because they are mobile and deal frequently with strangers. They are as vulnerable as late night store clerks or cab drivers in the respect that they are often isolated in non-public or low-populated places and are vulnerable to attack. Last year over 70 cab drivers were murdered and over 20 real estate agents met the same fate.

The following tips and strategies can assist you in preparing to avoid and remove yourself from a potentially dangerous situation. It all begins with controlling the first meeting.

Control The Meeting

When you get a sign call or an Internet inquiry, don't agree to get in your car for someone that you don't know, especially to meet them at a location that isn't public such as a vacant house. Arrange to meet your prospects at your office, as that will eliminate a certain level of danger.

When they arrive, ask your prospects plenty of questions about themselves, and note contradictions or confusion in their statements.

Make your prospects fill out a form that includes their name, address, work, license number, plate number and work and home phone. To verify they are who they say, make them produce their auto registration and call their employer. Photocopy their license and registration.

This may be inconvenient, but these steps will keep you and your sellers safer. If your prospect balks, or tries to rush you, or wants you to skip over steps that you know would insure your safety and that of the seller's, that’s a red flag.

Coolly explain that these steps are standard procedure in your office for your safety and that of your seller's. If it were the prospect's home, wouldn't s/he want to insure that only serious, qualified buyers view it?

Introduce Your Prospect

Predators give off a certain energy. The more exposed they are, the more nervous they will become. But there is another type to worry about - the ones who come off smoothly. They might be complimentary, excited about a property, and drop hints or make claims about themselves, usually indicating power or wealth, that will get you to believe "It's Okay" to take them directly to properties.

That's why it is a good idea to make an effort to introduce your prospects to colleagues. If you decide to show properties based on the information you have, make a show of copying the properties you will be showing and the time you will be gone and putting them on a log-out sheet so other personnel see whom you are leaving with.

Trust Your Intuition

I can’t stress this enough - pay attention to every bit of your intuition. Don’t be in such a hurry that you detach emotionally from yourself. This initial time with your client is critical to your safety. You’ve been told all your life don’t talk to strangers, yet you are in a profession where talking to strangers is a way of life.

Notice if your client is sweating, pacing or nervous. Thirst combined with restlessness and impatience is a red flag because people who are nervous get dry-mouth.

If your client seems to be in a hurry, don't fall for excuses such as "I have to catch a plane and only have a few minutes to see the home." Call the prospect's bluff, and offer to reschedule when he or she has more time. If you or a coworker feels uneasy in the prospect's presence, abort the meeting or bring along a gaggle of associates.

If you decide to meet at the property, you will not have the opportunity to engage or prequalify the prospect. And if you determine that the prospect has bad intentions, it might be too late; you could be cornered and compromised.

Qualifying your prospects in the office is simply a good idea. While you may not have a predator in your chair, at least you can determine if you have a real buyer. Either way, you don't want to get in a car or show properties to anyone who isn't sincere about buying a home.

Published: March 27, 2002

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Robert L. Siciliano is the author of The Safety Minute, Safety Zone Press, and a professional speaker on the topic of self defense and personal and property protection. He has been featured on CNN, Montel Williams, Sally Jesse, and the Howard Stern radio show. Robert is available to speak to brokers, associations, and to conduct seminars and workshops for industry events. Visit his Web site at www.realtysecurity.com or contact him at robert@realtysecurity.com