As a realtor, one of the main ingredients to your success is having the ability to ask incisive sales questions, especially during real estate showings. Not only do these questions effectively build rapport with your clients, but you also unearth their motivation for buying a home. In addition, these queries provide another avenue for you to showcase your expertise in the field, which can boost the probability of you closing a sale in a lot of ways.

At one point or another in your career, you may have unconsciously fallen into the trap of talking and/or presenting too much. In theory, listening to your potential customers should open up a wealth of valuable information. This could eventually differentiate you from a number of realtors out there competing for their coveted attention. The key lies in asking the right questions. Here are some often overlooked questions to ask and topics to discuss during your next showing appointment.

Woman Wearing White Top Holding Smartphone and Tablet by Andrea Piacquadio

1. “What is Your Preferred Mode of Communication?”

The whole sales process, from prospecting to closing to even getting feedback, involves proper communication. This is why you should have the mentality of reaching out and reacting to their concerns and/or questions as soon as possible. In fact, many real estate agents have turned to using modern tools to help with this. Thankfully, real estate software like showing suite allow you to sift through these comments automatically and efficiently, saving you from manual administrative duties. You will also have more time to focus on other tactical approaches that will help you sell productively and meet new candidates.

Receiving some sort of review is one thing but responding to said assessment is another matter entirely. If you’re not sure how to talk to your clients, or you feel it is too awkward to ask the aforementioned question, a rule of thumb would be to contact them in the same method they contacted you. This subject is so basic that you may be guilty of forgetting or totally disregarding the thought. Looking at the big picture, this can be your groundbreaking moment before establishing a professional relationship, particularly with a new lead.

2. “What Other Costs Are You Anticipating Besides the Home’s Purchase Price?”

A significant part of your customer’s journey in buying a home is the excitement of actually moving in, so much so that they tend to lose track of outlying expenses. As a realtor, it’s always helpful to be transparent and empathetic, especially when it comes to their financial means. You should be upfront with them with the top-to-bottom costs — aside, of course, from a property’s sticker price.

Knowing whether or not a potential buyer has the capacity and capability to acquire a home is often not enough. This is because highlighting practically all the intricacies makes prospects read between the lines so to speak. By covering the bases, you are saving all parties the trouble of coming up against any “hidden fees” that may come with homeownership. It all boils down to transparency and empathy.

3. “Are You Currently Working with Any Financial Institution?”

If your potential customer does not have a pre-approved home loan, chances are you may run into some issues. In some cases, your prospects may not yet be knowledgeable enough about the home buying process. Either way, it would be to your advantage to anticipate possible challenges before they happen.

By asking the above-mentioned question, you should get a clue as to where they are financially and how you could help them to the best of your ability. If they lack information on the economic aspects, you can either educate them yourself or refer them to a certified lender. Ultimately, this angle should give you a clear idea about the gravity of their purchasing power and if it is worth your time.

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4. “Why Buy (or Sell) a House Now?”

Last but certainly not least, to better evaluate where your customer’s head is, you have to uncover their motivation right from the get go. To put things in perspective, inquiring about the timing of their purchase or sale should raise any red flag if need be.

For instance, if their motive communicates an essential need to get the property, such as relocating for work or needing a bigger space to grow a family, then you have to have your pen and paper ready to strike a deal. This, once again, brings you back to the value of knowing how to ask and listen, as little keywords time and again provide telltale signs highlighting the likelihood of closing a sale.

Ask the Right Questions

Asking the right questions is an important part of closing a property sale. Knowing your customers’ motivation and financial capacity can help you assess their chances in getting the right property that fits perfectly with their needs and their budget. The information that you get from these questions can mean the difference between signing a deal or moving on to the next potential buyer.

Eunice Williams is a digital marketing professional based in the United States. She enjoys connecting with people and hearing their stories. Outside of work, she is an avid reader and traveler who likes to observe how life is like outside the spaces she is familiar with. 

*Contributions are solely guest opinions and don’t reflect the opinions of or are endorsed by WYL, our staff, clients or other interested parties.

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