Sales questions to always ask.

Jorel

I would start off with have you been prequalified by a lender?

This will tell you if they are serious or not, there are too many looky loos out there, and some people seem to think that a Realtor's time is unimportant. It also gives me the price range that, that person can afford. So I do not waste their time or mine.

I would then ask them what is important about buying a home now?

This will give me an idea of why they are in the market now and let me know their reasons for purchasing a home.

I would then ask them how long have they been looking for a home and if they are working with any other Realtors.

I do this so I can see for myself what they liked or did not like about home they saw.

Also I would not work with a buyer who would not sign a buyer broker agreement. I know it is hard to believe but there are people out there who will have one Realtor drive them around and show them different properties only to have someone else like a friend or a discount broker write the offer for them.

marky

Realtor
I'm with agent smith on this one. Rackham's stuff is spot on. I'm not talking from experience in real estate mind. I'd leave the money / invetment stuff til after you've made your connection / built a bit of rapport. Otherwise you may come over as just being interested in their money and not them.

stevehilliar

My recomendation is LISTEN to the customer. Most realtors I have met talk to much.

Steve

Jorel

I agree with Steve on this one. There is a famous saying in selling called "Selling is not Telling" I believe as vistors of the information age we tend to delete words a lot. Try this; Do not think of a purple elephant. Most people who hear that phrase can not help but think of a purple elephant (did you?) and disregard the "not" in the sentance. Same with "Selling is not telling" That is one reason I think Realtors talk too much. This goes to the subconcious level and most are not even aware of it because they have only been trained in the concious mind and try and sell features and benifits.

Also most the Realtors I personally know believe in asking questions. I also believe in this. The difference is they listen to the questions to try and sell the person. Where as I ask questions to try and understand the persons point of view so I can help them buy. I believe my clients don't like to be sold they perfer to buy according to what is important to them. This is a suttle but very important part that most Realtors and sales people miss. What would you rather do? Sell or have your clients buy?

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