RISMEDIA, August 5, 2010—The key to success in selling real estate is in asking the right questions, not necessarily knowing the right answers. After all, you can always find the answers, but in order to truly differentiate yourself in today’s real estate marketplace, you have to know what to ask.
According to David Knox Productions, the list below provides some key questions for you to ask when interviewing your buyer prospects:
For building rapport
-I’d like to get to know your situation. May I ask you some questions?
-Why have you decided to move now?
-What do you two do in your free time?
-How did you two meet?
When discovering urgency
-How soon would you like to be moved?
-Why is that an important time to move?
-How would your plans be affected if you moved (earlier/later)?
-If we found a home tonight that met your needs, what would you do?
Finding the reason(s) for wanting to move
-Why did you decide to move now?
-What will this move accomplish for you?
-How would your situation be affected if you didn’t find a home?
Learning who/what is in authority
-What issues need resolution before the purchase?
-Would you like to buy first or sell first?
-Who else will be involved in the decision to purchase?
Hearing about past experience in homeownership and house hunting
-How long have you lived in your present home?
-How many homes have you owned?
-How long have you been looking?
-How many homes have you seen?
Inquiring about desired location
-Where do you work?
-How far from work do you want to be?
-What neighborhoods interest you? Why?
-What are your school requirements?
Asking about needs and priorities
-What feature, or lack of, would immediately rule out a home?
-What furniture, hobbies or leisure activities would you like to accommodate?
-Considering the homes in which you were raised, what were your most and least favorite features?
For discovering the level of motivation
-Ask “WHY” oriented questions to probe deeper into their needs.
Asking for loyalty
-I would like to commit to helping you find a home. I ask only one thing in return, that you work exclusively with me. How do you feel about that arrangement?
Preparing the buyer for purchase
-How would you feel if we found you a home the first time out?
-How many homes do you think you should see before you buy?
-How do you feel about paying current market value for a home?
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