Things We Must Know BEFORE We Arrive at a Listing Presentation: Now that we have the time scheduled, before we get off the phone, may I ask you few core questions so I can prepare for our meeting better? 1. Level of Motivation on a Scale of 1-7 (See 1-7 Scale – Below). 2. What do The Sellers believe their home is worth (See #8). 3. How many other Agents will The Sellers be interviewing? 4. Can we be the last Agent to be interviewed? Have “I don’t want to get “the call” conversation/dialogue. 5. Mortgage Balances. 6. Will all the decision makers be able to be present for our appointment? (If not, schedule a time when all parties can be present, don’t go if NOT!). 7. Describe the condition of your home to me. If possible, rate the overall condition on a scale of 1-10. 8. Have you thought about how much you’d accept for your property under current market conditions? 9. What is your backup plan if you couldn’t sell it at that price? 10. Let’s pretend that I convinced you in your mind that I actually could get your home sold for maximum dollar under the current market conditions, would there be anything at our meeting preventing you from letting me handle the sale for you? BE HONEST… 11. Do you have any expectations, concerns or questions that I could address when we meet? 1
12. Do you have an email address that I could send you some information prior to our meeting?
1-7 Scale Series of Questions for Buyer/Seller Prospects: 1. Mr./Mrs./Ms Buyer/Seller, on a scale of 1-7, with 1 being there is no way that you’ll be purchasing a home/listing your home for sale in the next __ months, and 7 being that you will absolutely be purchasing a home/listing your home for sale in the next __ months, where are you on that scale. 2. Would you please share with me why you’re a __ on that scale? 3. What would need to happen for you to go from a ___ to a 6?
Finding Pain At the Listing Appointment: QUESTIONS TO ASK TO UNCOVER THE SELLER’S NEEDS AND EXPECTATIONS 1. What could we do to make this a good meeting, and well worth your time? 2. What are your goals? 3. What is the biggest challenge you’re facing right now? 4. What is it costing you in time/money/resources? 5. What would be an ideal outcome? 6. Is there anything else we need to talk about today? 7. What are your objectives? 8.
What are your needs? 2
9. What is important to you? 10. What information do you need in order to make a decision? 11. What are your expectations of the Realtor that you hire? 12. What is your biggest concern? 13. How will you make your decision on which Agent to hire? What is your process? 14. What criteria do you need to evaluate to make a decision? If I can provide __________ and __________, will we have a basis of doing business together? Mr. and Mrs. Seller, if you’re convinced that I can provide _________ and __________, are you prepared to list your home with me this evening?
Pain Questions
Fundamental Questions:
1. How do I discover my prospect’s Pain? 2. How do I guide the prospect to discover his/her own Pain? Is there anything about your present situation in that you don’t like? What would you like to change or improve? How long has this been a problem? In the marketplace, we have noticed a problem with _____, have you experienced any problems in this area? 3
Does that mean you are not open to new ideas? Do you have any challenges with _______? Where do you see a need for improvement? I want to ask you a really important question, but I’m afraid if I ask it, you’re going to become upset. Why did you agree to spend time with me today? Do you ever have challenges with _____? What did you/ do you like about your last/present Agent? How do you see that working for you? Is what you’re doing now going to get your house sold? If you had to change what would you do differently? If you were to pick one thing that you really want to change about your situation, what would it be? How do I tell you that you’ve been making/ are making a bad decision without upsetting you? How do you see me helping you? When did you first decide you should speak to another Agent? So what I hear you saying is that finding a better way to change ____, isn’t that critical? Am I right or wrong here? How long have you been putting up with____? So that probably means that you are happy with ____.
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