Selling is not Telling...Selling is asking questions.
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 1st 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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