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20 Questions

By Larry Lawfer

Real Estate Agent with YourStories Realty Group MA# 9517963

January 14, 2011 02:03 AM

Later today I have a call with a prospect I was referred to earlier in the week. I have already blogged about the referral and what I have done to prepare, but I just mentioned my 20 questions. I use these 20 questions as a launching point for getting an honest understanding of what the prospect really wants. I have always known it is all about the client and these twenty questions (which I change for each prospect) is the best way to drill down on what they are looking for. It is not about the price or square footage, it is about their home--where they want to spend their time. It is important and I treat it like that.

Here is the file I sent them several minutes ago. Whether I win this one or not (we all win some and loose some) is not as important as my following my process to deliver the best possible results for anyone I work with.

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Margo Currie

Exit 1 Stop Realty - Saint Augustine Beach, FL

I love the 20 questions. What a great idea. Thanks for sharing.

Jan 14, 2011 02:06 AM

Praful Thakkar

LAER Realty Partners - Burlington, MA

Metro Boston Homes For Sale

Larry, all good questions. It's always best to qualify a buyer (or seller) thus saving lot of time in future.

Jan 14, 2011 02:07 AM

Dr. Paula McDonald

Beam & Branch Realty - Granbury, TX

Granbury, TX 936-203-0279

Great list Larry. I too like to have this conversation early on. I will print out your list for reference. Thanks for sharing it.

Jan 14, 2011 02:08 AM

John McCarthy

North Hampton, NH

Realtor - Seacoast NH

Larry,

You have put together an excellent list. My list is a bit shorter, but it certainly helps outline how you can best help them. Thank you for a great post!

Jan 14, 2011 02:09 AM

Jeanne Dufort

Coldwell Banker Lake Country - Madison, GA

Madison and Lake Oconee GA

Larry - terrific list.

Many of the leads who contact me are relocating - and I serve a 5-6 county area focusing on land and farm properties. One of the best ways I've found that opens the dialogue up is:

"do we have location issues to consider, like commutes to work or school"

Jan 14, 2011 02:10 AM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

I prefer the personal touch, by phone or in person, preferably while on a home tour.

Jan 14, 2011 02:11 AM

San Antonio Texas New Homes for Sale

www.sanantoniotexasnewhomesforsale.com - San Antonio, TX

Berkshire Hathaway HomeServices Hill Country

Larry ....Great list..... !

Always wanting to see how the buyer is thinking in order to accommodate their wishes!

Jan 14, 2011 02:19 AM

Gary Pike

Better Homes and Gardens Real Estate Metro Brokers - Powder Springs, GA

Great list and similar to the one I use, however, I only ask these type of questions on the phone. It gives a little bit more time to get to know each other and whether or not we should proceed in working together.

Jan 14, 2011 02:20 AM

Pam Sitterly

RE/MAX VINTAGE - Magnolia, TX

CRS Magnolia-Tomball Texas

Great list. It's so important to understand your client's needs. Thanks for sharing.

Jan 14, 2011 02:26 AM

Ricki Eichler McCallum

CastNet Realty - Corpus Christi, TX

Broker,GRI,ABR, e-Pro, TAHS

Thanks for sharing your 20 questions Larry. After this you will understand the needs of your buyers so much better and your search will be much easier. Your clients will feel you know them better and will trust you even more. Have a great weekend! :)

Jan 14, 2011 03:58 PM

20 Questions

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Larry Lawfer

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