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Listing Appointments Are Like First Dates - Top Questions To Ask

By Mitchell J Hall

Real Estate Agent

January 17, 2007 10:27 AM

In a recent sales meeting my manager was comparing a listing presentation to a first date. All the agents were asked to come up with questions we would ask on a first date to find out about the person and then we had to come up with questions to ask a seller on the first date.

I agreed with most of what he said until he said "people who sit home never get dates - it's the same with listings". I had to point out that was before the Internet. He's been married for a long time. As all of us bloggers know today we can get dates and listing appointments from sitting at home. It is a matter of what we do when sitting at home.

The list of questions that the agents came up with are pretty good so I would like to share them with activerain members. If any one has any more to add feel free to comment.

TOP QUESTIONS FOR SELLERS

ONE - INTRO / BASICS

What would you like to get accomplished as a result of our meeting today?
Why are you selling?
Do you absolutely have to sell?
Where are you moving to?
Are you working with an agent there?

TWO - TIMING

When do you need to move?
Are there any factors that could change that timing?
If your home doesn't sell...what will you do? Is there a "plan B"?
What would be the ideal scenario for selling your home?
If it takes longer what will you do?
If it sells too quickly, what will you do?

THREE

Are you both in agreement about moving and timing of the move?
Is there anyone else involved in your decision making process?

FOUR - PRICING

Based on the data I have shown you, what do you think the high-low price range is on your home?
Where do you want to price your home?
What do you base that price on?
What do you think your home will actually sell for?
At what price would you sell?
Do you have any flexibility when it comes to price?
If I bring you an offer of $______, with a 30 day close and no contingencies... what will you do?
If we price within the high/low range and we receive a full price offer the 1^st day what will you do?

FIVE

Have you had your home for sale before?
Why didn't it sell?
What do you think a buyer will like best about your home?
Have you sold a home before?
What was positive about that experience?
Why didn't you list with the other agent?

SIX

Do you think that all agents are alike?
In selecting an agent, what is most important to you?
Would you list with an agent just because they said they gave you the highest listing price?
Would you list with an agent because they had the cheapest fee?
Would you list with an agent just because they had been in business for a long time?

SEVEN

I co-broke my listings immediately and give them the broadest exposure on the internet. Is that important to you?
Is your goal to save money on the commission or make more money on the sale of your home?
Do you think that someone who is afraid to fight for their fee will suddenly be bold enough to fight for your money in a negotiation?
If I help you achieve your goals will you allow me to earn my fee?
What is it that you need?

EIGHT

Are you 100% confident I can help you reach your goal relative to the sale of your home?
Are you open to listing your home with me?
In order to make a decision to go forward what needs to happen?
If we reach an agreement are you willing to go forward with me?
What questions, if any, do you have about the home selling process?

NINE

Are there any issues that might come up during the attorney due diligence review?
Are there any personal or financial issues that could interrupt the sale?
What day shall we be on the market?
What are you going to do with Fido when we have showings?
Do you have any other properties to sell?

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Teri Isner

Keller Williams Realty at the Lakes - Orlando, FL

GRI, CRS, CIPS

We have had a couple posts with seller questions and this is very good..and organized. If we sell in the first 30 dayswithin 1% of list price will you pay a bonus!

Jan 18, 2007 04:31 AM

LLoyd Nichols

Premier Florida Realty of SWFL - Fort Myers, FL

Southwest Florida Homes By The Sea

Great Blog Mitchell. I recall most these questions when I first started in 1997..and it wonderful to have them handy.I still like "In selecting an agent, what is most important to you?". Its a great refresher!!!!!

Bookmark and 5! It is so crucial to know why they are selling.What is their motivation.You can also see from the home itself what they may purchase next. One does not need to use a script but these questions are so important.

Jan 18, 2007 04:33 AM

Kyle Frazier

Christie's Great Estates | Pacific Union International - Mill Valley, CA

Kyle Frazier , CRS & Marin CA Realtor

Good stuff. It is so helpful to see well thought out and categorized/reasoned posts on useful topics.

Although your manager's assessment that "people who sit at home never get dates" may be inaccurate as there are, I understand from secondhand sources, lots of online dating services.... :)

Jan 18, 2007 04:54 AM

Ann Cummings

RE/MAX Shoreline - NH and Maine - Portsmouth, NH

Portsmouth NH Real Estate Preferrable Agent

Mitchell - AWESOME list of questions! I ask variations of these and never really thought about it until I read your list. I'm going to tweak mine and just make it better with the addition of some of yours. As someone above said, ask the questions, get the answers and you might just save some time!!

Ann

Jan 18, 2007 05:22 AM

Carole Cohen

Howard Hanna Cleveland City Office - Cleveland, OH

Realtor, ePRO

I keep coming back to the first question, it is the best way I have ever seen it worded. It sets the tone right from the beginning that they are providing info I am not just talking at them, and it leaves it open to a non threatening discussion of what they really need...which is the important point anyway! I've already written that one question in my planner, am going to talk to Manager Mark about an office discussion around this same topic. And Mitchell, I await the 'Buyer' version.

Jan 18, 2007 05:54 AM

Mitchell J Hall

Manhattan, NY

Lic Associate RE Broker - Manhattan & Brooklyn

Lauren, Great idea a questionaire. I sometimes forget to ask important questions

Debi, I used to do all the talking pitch for 20 minutes and then say any questions, they say "we'll call you"

Joan, I once had a seller that didn't have title to the property. Now I ask

Chris, Thanks, even pros need to be reminded about things we take for granted

Scott, I hear you. I've had sellers say just give me the number tell me how much I can get?

Brett, Thanks for stopping by and for the nice comment

Jarrett, Absolutely, I learned that the hard way. 3 months into a listing "Oh I don't really need to sell"

Teri, Thank you. That is a great question... Will you pay a bonus if we sell in 30 days within 1% of price.

Lloyd, So true, I used to think I don't care why they are selling as long as they sell. The motivation factor is key, with buyers too.

Kyle, Thank you, I have friends that met their spouce on the internet

Ann, Thanks, when I started I was afraid to ask tough question because I wanted the listing so bad

Jan 18, 2007 05:57 AM

Mitchell J Hall

Manhattan, NY

Lic Associate RE Broker - Manhattan & Brooklyn

Carole, I agree. I haven't used that one yet, but it does set the tone. They will say it's just a exploratory meeting, or I'm interviewing several agents. Were thinking about selling, we have to sell etc etc. Then you know how to proceed.

Jan 18, 2007 06:09 AM

Chris Fuller Your Realtor in Thermopolis Wyoming

Properties West, INC. - Thermopolis, WY

Great list! This is just the kind of information I need I just got my license!

Jan 18, 2007 06:44 AM

Natalie Bagayas

Sutton Real Estate - Clackamas, OR

Thank you for sharing! I like the advice! This is something I will definately save for future appointments. A lot of good trial close questions!

Jan 18, 2007 06:46 AM

Larry Vecchio

CondoDomain - Boston, MA

Great list of questions. I couldnt think of anyting to add...having these questions answered saves $.

Jan 18, 2007 06:55 AM

Zane Alqublan

Sellstate Realesate - Fort Lauderdale, FL

Great listing presentation questions and I add my voice to Carole when will we see the buyers version.

Who is coach in your opinion that can help Rokkies in the biggining of the real estate life? do you have any names. which one had an influence on you.

Jan 21, 2007 05:28 PM

Mitchell J Hall

Manhattan, NY

Lic Associate RE Broker - Manhattan & Brooklyn

Hi Zane,

I think if you read the blogs here on active rain you will learn a lot. I suggest reading Bryant Tutus, Broker Bryant's blogs, Margaret Rome, Krystal Kraft and many others. I've learned more here than I have from formal training.

Many agents in my company took Sweat Hogs Floyd Wickman training however, that type of training is not for me. Find a mentor within your firm. Hope my response helps.

Jan 22, 2007 01:53 AM

Zane Alqublan

Sellstate Realesate - Fort Lauderdale, FL

Thanks Michell, I agree with you there is a wealth of information here on active rain. I will make it a habit of reading as many blogs for the names you recomened.

Jan 22, 2007 08:47 AM

Griselda Tealdo-Perez, REALTOR®, e-Pro, GRI, TRC

Coldwell Banker Real Estate - Miami Lakes, FL

Thank you Michell for this wonderful list of questions! I was already asking a few of these, but I will be incorporating a few more from your list. You also did a great job organizing them for us. I just printed the list to keep it handy. Thank you again.

Jan 23, 2007 11:52 PM

Rick Beal

Coldwell Banker Residential Brokerage - Portland, ME

Mitch,

Thanks - I used them last night as well to determine that the prospective seller is upside down and can't sell right now. It's a very sad story, as she was hopelessly mislead first by a full service agent (who then dropped the listing) and then a limited service company, which was happy to take her money. Now she knows where she stands and we are both better off.

Jan 24, 2007 12:12 AM

Kevin Ray

Access Realty - Superior, MT

This is a great list - just what we were looking for. Thank you so much for sharing it. I think it's important to listen as much as you talk and this list is a great way to do that. Keep posting!

Jun 02, 2007 12:07 PM

Jolenta Averill

Lake & City Homes Realty - Madison, WI

MBA

Mitch, Thanks for sharing this terrific and exhaustive list! Uncovering sellers' true motivations is absolutely key to not wasting one's valuable time. I learned the hard way last year when my sellers got bumped from the property they wanted and promptly pulled their condo off the market after four months of absolutely grueling hard work (the listing was hard won and these folks were very high maintenance). Now I ask people upfront "What's Plan B if you don't get this home?" If sellers who want to write with a sale contingency are unwilling to look at other properties or think there's only one home they can live in, I try to determine that upfront and refer the listing to someone else who needs it worse than I do.

Apr 29, 2008 08:35 AM

Mitchell J Hall

Manhattan, NY

Lic Associate RE Broker - Manhattan & Brooklyn

Hi Jolenta, Thanks for stopping by. I've learned the hard way too.

Mike Ferry the real estate trainer always says: "Selling is not telling -it is asking questions"

Apr 29, 2008 02:19 PM

Sham Pathania

SAVE MAX FIRST CHOICE REAL ESTATE INC. - Mississauga, ON

Quite handy info. I am just going for a listing presentation and I guess this info will be useful.

Jan 02, 2012 05:05 AM

Anonymous

Julie Ann Martin

Great List - I will be using a lot of these questions. Yes it is true, we cannot go into a listing appointment thiking of our gain. We are there to be of service to the client who needs the guidance of selling or buying.

Jan 15, 2014 02:26 AM

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