Twelve great questions to ask when
prospecting
This article, which has been
edited for use here, was initially
published by RISMedia
on March 28, 2007
It's critically important that real estate agents prospecting for new business ask the right questions beforehand. Consider these 12 potential seller prospecting questions as starters:
1. I noticed you have been making some improvements to your home and wondered if you were giving some thought to putting it on the market?
2. Tell me about your situation.
3. Why have you decided to sell your home?
4. What do you like most about your home, and what do you think are its strongest selling points?
5. Who do you think the ideal buyer for your home might be in terms of a profile?
6. Your home (price point, design, lot, etc.) is popular right now ... are you interested in knowing home prices in your neighborhood?
7. Have you gone to any open houses or looked at Web sites to see homes like yours that are currently listed for sale?
8. How many owners are involved with this property?
9. Are you interviewing other agents?
10. If I were to help you with the sale of your home, what expectations and outcome would you have of me?
11. Will there be anyone else whom you would like to involve in making the decision to list your home?
12. When might I tour your home?
Knowing who is listed as the owner of a property will help determine who needs to be at the listing presentation. Your goal is to ensure that all decision makers are present in order to finalize a listing agreement with all of the required signatures. In the situation of an estate sale, there may be a court-appointed executor. Legal documents validate this authority and should be secured and kept in the listing file. Many individuals feel they need to seek the advice of others such as a family member, an attorney, or a friend. In that case, you should ask that those individuals also be at the listing presentation to eliminate any need to further delay the actual listing process.
How to ask, and get answers to, these questions (and much more) are part of the
extensive Accredited Seller Agency (ASR) course offered by Polley Associates.
For a schedule
of ASR courses convenient to where you
live in Pennsylvania, click here. |
