About Pflugerville's Reserve At Westcreek

Open Ended Questions to Increase Your Sales (And Save You Gas)

09-15-08

Christopher Corbett: Real Estate - Other in Austin, TX

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Office: (512) 921-4444

Mobile: (512) 921-4444

This article is addressed to the hardworking realtors who want the competitive edge in finding the right home for their clients.

We try to deliver ongoing educational seminars and roundtables for realtors here at the Reserve at Westcreek in Pflugerville. More often than not I come away with a wealth of knowledge from both the presenter and the visiting realtor community.

A realtor recently asked me how I had used open ended questions during her last visit to the Reserve. I explained that it was a path of meaningful interruption and honest discovery that my questioning took. Realtors have shared many of their powerful questions and it seems like the most successful of us all agree that clients don't want to be sold, they want to buy. It is our collective responsibility to ask them the questions that they may not ask themselves so they can make an informed buying decision. These questions can really help focus your efforts to be an effective tour guide for your clients.

Please share some of your own best questions! Here we go:

"House Hunting is hard work in a world where time has become a precious resource for most of my successful clients." I want to take a few minutes to really understand what you want in home and how we can get that home in your price range in the most efficient and exciting way possible. I have a proven system for procuring great homes for my clients but I need an honest exchange of information so that I make sure it is the right home for you. Please tell me what you expect from me and how I can provide "Perfect Ten Service" (It makes it clear you are committed to a mutual exchange of information.) I think this sets the table for referrals later on and keeps you in charge of the process.
Why are you moving? What do you like about your current residence? What do you hate?
How would you use this space?
What are your pet peeves in a home?
Where would you place furniture in this home? (Some people swear by this but I prefer how would you use this space)
Where do you shop?
What kind of entertaining (if any) do you do?
Instead of asking what type or size kitchen a buyer is looking for, ask how they use their kitchen area. Do they entertain a lot, and if they do, is it with large groups that would benefit from open spaces or small dinner parties that would be more comfortable in a formal dining room? Someone who loves to cook would probably be impressed with a chef's kitchen, but the client who would rather bring home Chinese take-out might prefer to see extra dollars invested on amenities in other parts of the house.
Describe a typical night in the _____ family.
How do you use your spare or recreational time?
Lean forward and ask "What is really important to you in your next home?" They need to know you actually care. My mentor Joan Swain gets people to open up to her all the time with this question.
What do you think your friends and family would say about this home? (You will find out if there are any other decision makers not currently in the loop. You also find out if pride of ownership and prestige are driving factors that they may have been reluctant to share.)
How do you want your guests to feel when they visit your home?
Our Dripping Springs Sales Rep. Tim Couch asks "Describe your dream home or the perfect home? After that ask "which items are most important to you"?