The phone rings and the butterflies start...it's a POTENTIAL SELLER!  Your mind immediately rushes to how you're to impress them, beat out the competition, obtain a signature on a saleable listing, and find interested buyers.  But wait - the most important part of a listing presentation is happening right now and you're woefully unprepared!  Remember that the agent who knows the most about the seller prior to the listing presentation wins the business!  The purpose of this article is to prepare you for that incoming seller phone call so you can arm yourself with the information that will give you an edge during a listing presentation.

Upon identification of a potential seller phone call, pull out the following list of questions.  It's important to have a list of questions because sometimes adrenaline affects your ability to wing it.  Even top producing superstars need a "crutch" when under the pressure of a seller who is "thinkin' but not listin'."  I used some type of questions for 12 years in one form or another and this "checklist" just kept evolving.  I was not embarrassed to tell the seller to hold on a moment while I grabbed my checklist of questions.  It shows your organization.  People love to deal with an organized, consistent service giver and these questions will guarantee you of that fact.

Here are the questions that you should ask a seller prior to your going out to see them.

Property:___________________________________________________________
Date:________________________ Operator: ______________________________
Seller's Name: ______________________________________________________
Mailing Address: ____________________________________________________
Phone: (H):________________________ (W): ________________________ Pager:______________________ Fax: ______________________________
E-mail: ____________________________

1. How Did You Hear of Me/Our Company/Who referred you?_________________________
    _________________________________________________________________________

2. Why do you want to sell? ____________________________________________________

3. Who else are you interviewing?
Agent Office Appointment Date/Time
____________________________________________________________________________
____________________________________________________________________________
____________________________________________________________________________

***Remember, you want to be the last appointment the seller meets with.  Make this happen and reschedule if necessary.  You can say, "Meeting with all the other brokers first will guarantee a maximum of questions.  I can better serve you if you have the maximum amount of questions available."

5. If I/we answer all of your questions to your satisfaction, are you prepared to list your property when
    we get together?____________________  (They will almost always answer "NO")

6. Would it be possible for all decision makers to be present and meet with me/us on ________(Date)
    ________(Time)?

7. Who will be present?__________________________________________________

8. Do you own any other properties in the area?_____________________
    If yes, where?______________________________________________

9. Where are you moving? __________________________________________

10. Do you know a real estate professional there?_____________________

11. When do you need to sell?____________________________________

12. What price do you want to list?________________________________

13. How much are your underlying loans?
     1st $ ____________________
     2nd $ ____________________
     3rd $ ____________________

14. Do you need a 1031 Tax Deferred Exchange?____________________

15. What criteria are you going to use in hiring an agent? ___________________________
      _______________________________________________________________________

16. We will be sending/delivering/offering on our website a little pre-meeting information packet.  Can I/we
     ask you to review it prior to our meeting? _____________________

17. May I/we ask that you wait to make a decision on your agent until we meet? ___________

18. Can I/we arrange some FREE time for you to consult with a CPA? __________________

19. Tell me about your property?
Type Sq. Ft. Bed/Bath Income Length of Lease
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________

20. Any other amenities of property? ____________________________________________
     ________________________________________________________________________

After the closing "nice-ities," you are set with enough information to impress them at your meeting.  Don't forget that the information you gathered in a pre-listing confirmation listing package delivered to them via email, mail, or viewed on your website will add to the amount of information that you can use to impress your seller.  Having sellers is the most important aspect of real estate and obtaining a listing in the face of today's competition can be very challenging.  Knowing the most about the seller before you show up for the meeting will enable you to be the best at changing their financial future.

Feel free to copy and paste this questionnaire onto your company letterhead to have available by the phone when the seller prospects call.  Customize it to your own tastes and you will be better prepared to impress the seller leads and close the deal!

Just thought you should know.

Have a profitable day!

Steven