There are six types of questions that Real Estate Salespeople ask according to Tom Hopkins in his book How to Master the Art of Selling Real Estate.
1. Piggybacking - Piggybacking is asking your next question based on their last answer.
Salesperson - "Where do you live now?"
Prospect - "in San Clemente"
Salesperson - "What do you like most about San Clemente?"
Prospect - "I like being close to the ocean."
Salesperson - "What do you like most about being close to the ocean?"
2. Alternate Choice - Alternate choice questions have two answers - both of which indicate they are moving ahead.
Salesperson - "We can meet today at 2pm or tomorrow at 4pm, which works better for you?"
3. Involvement Questions - Involvement questions are questions they must answer as if they already own the home.
Salesperson - "Where would you place your couch in this living room?"
4. Tie Downs - A tie down isolates an objection or gives an affirmative answer.
Salesperson- "Wouldn't you agree that this yard would be perfect for your kids?"
5. Feedback - "Feedbacking" takes a minor objection and gently feeds it back to the prospect in the form of a question.
Salesperson - "You want a larger lot? Could you elaborate on that?"
6. Porcupine - Answer the question with a question, just like if someone threw a porcupine at you, you'd want to throw it right back.
Prospect - "Is the refrigerator included?"
Salesperson - "Would you like to have the refrigerator included?"
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Hi Chris,
I really enjoy your post, very informative, we need to remind our selves (coaching) on how to approach our new clients.
Anthony