A lot of your clients will look for homes on several different websites until they find the perfect one. This means that a lot of agents will be reaching out to them for business. To stand out among your competition, you’ll need to make sure you’re not only asking those basic questions about area, bedroom/bathroom count, and price, but also the intricate questions that paint a better picture of a client’s situation.
Here are the questions you should be asking potential home-buying or selling clients, along with specific financial and agent-related questions for you to use:
If they’re a buyer:
1. Who else is involved?
2. How many people will be moving in?
3. What does the potential property look like?
4. Why are you moving?
5. How far NORTH, SOUTH, EAST, WEST are you looking?
6. What Areas?
7. Any other areas you’re considering/possibility?
8. Single family/condo/townhome/LAND?
9. What’s your max price
10. How many bedrooms/bathrooms?
11. Does it have a garage/carport?
12. What is the Yard size (LOT)?
13. Land: What are you planning to do with the lot?
14. ZONE/Building restrictions/utilities ran?
15. What’s the reason you’re looking to buy (upgrading/downsizing/area)?
If they’re a seller:
1. Do you need to sell in order to buy?
2. How much do you owe on the property?
3. How much do you want to get out of the sale?
4. Have you done any upgrades to the home?
5. What made you fall in love with this property?
6. How many bedrooms/bathrooms?
7. What’s the reason you’re wanting to sell?
8. If you had to change something about your home, what would it be?
9. What are you thinking of Including in the sale?
10. What do you see as the next steps to take?
11. What challenges are you currently facing?
Financial questions to ask:
1. Do you need a loan?
2. Do you know about the current rates?
3. Does it make more sense to get a loan?
4. Do you know about the lending process?
5. Do you know the difference between a pre-approval and a pre-qualification?
6. Are you paying cash/getting a loan
7. Do you have proof of funds if you’re a cash buyer?
8. Have you already talked to a lender?
9. Anyone else on the loan co-signer?
10. Any back taxes?
11. Any bankruptcies- what kind (7/12) for health reasons?
12. Options FHA/VA/Conventional?
Agent-specific questions to ask:
1. Have you looked at any homes with agents yet?
2. Are you signed, and committed to that agent? “I don’t want to step on anyone’s toes.”
3. Find WIIFM (what’s in it for me). What are you looking for in an agent?
4. Use POWER WORDS.
5. Match WIIFM with VALUE STATEMENTS.
6. Plus tell them what makes you stand out from other agents.
7. What would like to see accomplished?
8. How do you see this happening?
9. Have you had difficulties in the past on previous transactions?
10. Could you help me understand that a little better?
11. What is the best form of communication & how often do you prefer email/call/text?
Using these questions when talking to prospects will help you increase your chances of converting them to a client. If you have any questions, don’t hesitate to reach out via phone or email. I look forward to hearing from you soon.