12 questions recruits might ask
prospects
Jan. 3, 2008
 Prospecting
will be the first way many new real
estate agents attract listings. It's critically important that
fresh recruits ask the right questions
as they prospect. They may want to
consider these 12 potential seller 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?
As a broker, branch manager or
supervisor, you know that controlling
the inventory helps channel the revenue.
Listings are key to profitability for
your recruits ... and for your firm.
Will newbies feel comfortable posing
these questions? Some will take to them
easily. Others may hesitate, but their
comfort level is sure to increase with
their results.
Their goal, of course, is to get a
listing appointment. The intent of these
open-ended questions is to get prospects
talking about their needs, desires,
hopes and dreams. Once they're out in
the open, newcomers have the best chance
of convincing prospects that they -- and
not some competitor -- can satisfy those
stated needs. And that's the
start of a sale!
Adapted from information published by
RISMedia
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