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9 Questions for Sellers

The following questions will help you tailor your listing presentation to suit your sellers wants and needs.  You should create a sheet with the following questions.  Include space for answers, and be sure to go through the list on your pre-listing phone call with the prospective sellers.

1. Why are you selling? Are the sellers serious? If a new baby is on the way and they only have one bedroom, you know they mean to sell. If they’re just “thinking about moving," probe further.

TIP: Answers to this question may also be a way to learn about problems with the house or the neighborhood that may make for a hard sell. Again, listen and ask a sympathetic follow-up question.

2. When do you plan to move? Is the move urgent? If it’s a job transfer in two months, emphasize your ability to sell properties quickly.

3. What’s most important to you in this sale? Price, speed, easy transaction? Slant your presentation to the sellers’ prime motivator.  Listen to what they say, not what they say!  Sometimes the motives they give are not the real ones.

4. Have you ever sold a home? How sophisticated are these sellers? If they’ve already been involved in five transactions, you may be able to skip the basic materials on how a sale works.

5. How much of the proceeds of this home will you need to purchase your next home? How important is price to the sellers? This question determines that motivation, as well as helping you assess their knowledge of home prices in their area.

6. What did you like least and most about the other Realtors you’ve worked with? What are the prospects’ expectations of you? This answer may be a clue to the best way to provide service or may indicate that this seller won’t be profitable for you to sign.

7. What have your homebuying and selling experiences been like? Do these prospects have any preconceived notions about the real estate industry—positive or negative? You may have to work hard to prove that you’ll make this experience a good one.

8. Do you use the Internet and e-mail? How techno-savvy are these sellers? You may want to replace your laptop presentation if they’re tech-shy or emphasize your virtual tours if they’re comfortable with online real estate.

9. Would Tuesday at 2 p.m. be a good time for me to come to your house to meet with you both, or is Friday better for you? Are you ready to meet with these buyers and are they ready to do business with you?

TIP: If possible, set the first home visit during daylight hours so that you can assess the physical condition of the house more easily.

TIP: At the end of your call, don’t forget to ask how the prospect heard about you and record the answer so that you can track your personal marketing efforts.

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Seller Pre-Listing Question Script