As we’ve discussed before, great agents tend to listen more than they talk. By truly listening to a prospect speak, you gain valuable insight into how you can best position yourself to help them.
In that spirit, we’ve included a collection of great open ended questions designed to get people to open up (and avoid yes/no answers). Some are good conversation starters, while others are often most powerful when worked into the flow of a conversation in order to get at specifics. Many are great to use during initial listing presentations.
- What prompted you to look into (purchasing a / selling your) home?
- What are your expectations / requirements for a smooth real estate transaction?
- What process did you go through to determine what kind of (house / neighborhood) you wanted?
- What would you most like to see accomplished?
- How do you see this happening?
- With whom have you had difficulties with in the past / on previous transactions?
- Could you help me understand that a little better?
- What do you see as the next steps to take?
- What challenges are you currently facing?
- What other details are you interested in / should we discuss?
- What is your timeline for this process?
- What sort of budget do you have available for improvements, etc. during this process?
- Who else is involved in this decision?
- What concerns do you have right now? What about for the future?
- How did you get involved in… (your job / the community / that hobby)?
- What’s the most important priority for you in this process?
- What other issues are important to you?
- How will you know you’re satisfied with (the sale of your home / a home you’re interested in)?
- What could no longer make this a priority for you? (What might change?)
- Has anything changed since we last talked?
Remember: As you use these open ended questions, don’t lead people, prompt them to answer a certain way, or interrupt them while they’re speaking. The keys to the kingdom depend upon you listening and not assuming.