Much of the training involved with real estate revolves around self promotion.  These trainings cover the fact that you must let people know that “you are the expert” and that “you can help them buy or sell”.  In fact, these same trainers even cover the “presentation” that you should do at listing or buying appointments.

Presentation? Come on! 

Now, think of the last pleasant experience that you had when making a major purchase.  Maybe it was a car, new flooring for your home, or even furniture.  With that experience in your mind, think about the salesperson that you dealt with. 

  • Did they tell you all about the features of the product?

OR

  • Did they ask you questions about what your needs where?

In general it’s the latter aspect that brings to mind the more pleasant experiences.  In fact, when they asked the questions they took the time to pause and let us explain what we were really looking for.  After digging deeper to find out what REALLY mattered to us, then, and only then they would show us the product that would meet our needs.

The art of asking questions for business is not something that comes easily to most people in sales.  Immediately most people want to go to the classic Features and Benefits of buying or selling.  You can only get to those items though if you know what is important to the person.

The Questions

Now, we have covered some of our buyer scripts before so that you can book an appointment in under 3 minutes.  If you get off track though and didn’t get that appointment, don’t go down the road of asking about their dream home or the number of bedrooms and bathrooms.  Rather, dig deeper so you can find out a bit more about them.  Try some of these questions:

  • Why is it important for you to be looking for a home?
  • When did you want to accomplish your goal of home ownership?
  • Did you have any questions or concerns about the process of purchasing a property?

Asking thought provoking questions like these will help you to understand more about the motivation of the person.  When they give you an answer, take the time to listen to what they have to say before immediately jumping to another question. 

Transition to a Appointment

Each time they answer, take the time to acknowledge their response and transition back to the appointment.

Ex: “That’s great that you want to purchase a home to save on your taxes.  That’s actually what motivated me to purchase my first home.  I would be happy to take some time to learn even more about what you are looking for in a home.  Would a Tuesday at 5pm work better or maybe a Saturday at 10am”

Asking the right questions takes discipline and some practice, but you will find people are happier when you ask them questions and listen to their needs.

If you want more questions to ask so you can consistently book more appointments, use our complete Buyer Script System that even covers the voice mails you need to leave to get clients calling you back.

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