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I'm Here! Creating Personal Interest & Learning!

By Ann-Marie Clements

Education & Training with Candidate for an Ed.D. in Educational Leadership

July 15, 2010 04:41 PM

Sitting here today, I was thinking of creating better questions for my potential seller and I remembered from my education years about "Open-Ended" questions.

What are "Open-Ended" questions? They are questions designed to elicit a full response from your potential seller. They are the opposite of "closed-ended" questions that can be answered with a brief answer, usually a "yes" or "no".

"Pickup Artists" are great at picking up people usually using "open-ended" questions... This involves in more conversation, which get them to share things about themselves and get what they want! So, I guess this is where I begin the process of relearning how to ask open-ended questions. Nope!!! I just went back to my math/science years and re-analyzed how I had taught my students and how I could make that transition to my potential seller clients run more smoothly.

Here are some questions I thought of that would open a comfortable conversation to my sellers and simultaneously learn more about them. While they are doing most of the talking, I'm be doing most of the listening & jotting down information as they speak.

1) How long have you lived in your home?

2) What are some of what you loved about living in your home?

3) Originally, what attracted you to this home when you first bought it?

4) Why are you considering selling?

5) What is your time frame for moving?

6) What improvements have you made to the home?

7) Where are you moving to?

8) What should a new buyer be aware of?

9) What price range do you have in mind?

10) Do you have a loan that needs to be paid off?

11) Would you rather receive top $ or a faster sale?

12) What items would you like to leave in the home?

13) How much time do you need to move?

14) What kind of marketing are you looking for?

15) What are your previous experiences with agents have you had?

16) What criteria have you set for hiring a real estate professional?

17) What questions can I answer for you today?

After these questions and viewing their property, it should help me decipher how, when, why and most importantly, if, I can help them sell their property!

Finally, this reminds me of a quote from Death of a Salesman, "The man who makes an appearance in the business world and the man who creates personal interest, is the man who gets ahead. Be liked and you will never want!"

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Karen Crowson

Coldwell Banker Residential Brokerage - Rancho Bernardo, CA

Your Agent for Change

When you show interest in your prospects in clients as you will with your clients, you are bound to be better able to serve their needs. Too many people just start talking but fail to focus on the listening part. Nicely written list.

Jul 15, 2010 04:49 PM

Aaron Silverman

SuccessfulRental.com, Bluewater Property Management, LLC and Lowcountry Turnkey Properties, LLC - Charleston, SC

Improving Real Estate Experience through Education

Good questions. I am not sure if I like number 8 though. I do not think sellers want to give information that could hinder the sale of their home.

Great example of how to apply past experience in a different career field to your current one.

Jul 15, 2010 04:58 PM

Bonner Thomason

Keller Williams Realty - Kernersville, NC

CRS, ABR, GRI, e-Pro

I like to use the FORD approach. Family, Ocupation, Recreation and Dreams. Most time this answers a lot of questions and develops a relationship

Bonner

Jul 15, 2010 06:31 PM

Ann-Marie Clements

Candidate for an Ed.D. in Educational Leadership - Saint John, NB

Ed.D. candidate, Innovative Proactive Principa

Hi Karen,

It's definitely a "people relationship" job!!! ;>))

Hi Aaron,

I believe asking them "what should the new buyer be aware of?" is a question that can give some insiights to the benefits of the house and what the current homeowner likes about it, not necessarily the "negative" parts of the home. But good point on maybe asking them a little differently. ;>))

Hi Bonner,

I've never heard of the acronym the FORD approach, but it's a great way for me to remember it while I'm talking to a potential client! THANKS!!! ;>))

Jul 16, 2010 01:09 AM

Cherise Selley

Selley Group Real Estate, LLC - Colorado Springs, CO

Colorado Springs Realtor

Ann-Marie,

Obviously, great questions. Besides the introduction, the very first thing I do is to have the Seller to show me around the house and ask them to show me the best parts of the home, then we get started.

Jul 16, 2010 04:45 AM

Ann-Marie Clements

Candidate for an Ed.D. in Educational Leadership - Saint John, NB

Ed.D. candidate, Innovative Proactive Principa

Hi Cherise,

I agree!!! Many homeowners are very proud of their home and what they have upgraded and done to their home... THANKS!!! ;>))

Jul 16, 2010 02:34 PM

Dawn A Fabiszak

Private Label Realty ( Denver metro area, Colorado - Aurora, CO

The Dawn of a New Real Estate Experience!

Ann-Marie ~ I always try to used open ended questions otherwise a conversation may just never get started with some folks. I liked your questions too!

Jul 17, 2010 02:18 AM

Kathy Streib

Cypress, TX

Home Stager/Redesign

Ann-Marie- good reminders to us all. Not everyone is a talker! And, open ended questions can help establish a rapport, which is so important for the Realtor/client relationship. Re #8, when I was an Employment Consultant I used to ask my applicants (after we'd had a chance to establish a rapport) if there was anything I needed to know that might come up in a reference check. Same thing with a house, is there anything that might come up via an inspection or just a viewing that you can address now.

Jul 17, 2010 03:42 AM

Ann-Marie Clements

Candidate for an Ed.D. in Educational Leadership - Saint John, NB

Ed.D. candidate, Innovative Proactive Principa

Hi Dawn, I started learning that when I began attending "Toastmasters" here... I think that really helped me come out of my shyness.. THANKS!!! ;>))

Hi Kathy, I agree, we as their Realtors, need to know what's wrong with the property, since we will be selling it and want no surprises at the table.... ;>))

Jul 18, 2010 02:11 PM

Gloria Todor

Premier Property Sales & Rentals - Springfield, PA

& Doug Durren (484) 431-3686 in SE PA

Ann-Marie, Most people love to talk about their situations and if they have an audience that is all ears you can get a lot of info from one question. Great questions and reminder.

Gloria

Jul 24, 2010 07:33 AM

Dan and Amy Schuman

Howard Hanna Real Estate Services - Solon, OH

Luxury Home Specialists

A lot of good questions here. We always ask # 3 and many others on the list. It is much better to ask questions and just let people talk.

Jul 28, 2010 06:17 AM

Lora "Leah" Stern 914-772-4528

Coldwell Banker, 170 N Main Street, New City NY 10956 - New City, NY

Real Estate Salesperson

Ann-Marie - love your list of questions. I routinely ask many of them but will add some of yours to my repertoire. Engaging the seller in conversation is really the best way to find out about the nitty-gritty of their home - both the good points and the bad

Aug 01, 2010 03:38 PM

Ann-Marie Clements

Candidate for an Ed.D. in Educational Leadership - Saint John, NB

Ed.D. candidate, Innovative Proactive Principa

Hi Gloria, This is why most people who came from the Health or Education industry do relatively well!!! They tend to listen and ask open-ended questions... ;>)))

Hi Dan & Amy, It's a good balancing act!!! You have to ask questions and you need to let them speak to give you the info... ;>))

Hi Lora, You have to learn about the seller or buyer and their property concerns.... THANKS!!! ;>))

Aug 02, 2010 08:48 AM

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