Ask the Right Questions! It Will Help You Get the Listing! Really!

How should we begin our first contact with a seller or buyer? For me it is with questions...a lot of little questions.

Some of the questions that I ask are phrased so that buyers and sellers know that I care about them and that I know the market they are buying or selling in.

I had a private message asking me after an earlier blog what some of the questions are that I ask.

It is hard to explain that since every single situation is different. But I will try and share some insight.

First and foremost, I want the buyer or seller to be comfortable with me, my mannerisms, and the knowledge I have.  To do that, I have to share info on myself and I always try to relate it to their situation.

My intro is so basic: 

"Hi, my name is Mike McCann, how is everything in your neck of the woods today?" or something like that.  Usually it is in person...face to face...I wear shirts with my name and logo on them. A firm...not weak and not overwhelming... handshake is important...one of my most important tools in the box!!

If I get a lead from someone...I will usually call like this: "(Their name) , this is Mike McCann with Mach1 Realty,  Joe Johnson said it might be good if I gave you a call. He said you mentioned something about wondering if you should be selling your {home, land, farm}." "Do you have a few minutes to chat?"   Based on what they say...it might be a 30 second call or a 30 minute call.

Your on the phone "handshake" is just as vital as the one in person.  They can tell if you genuinely care or if you reading from a script...I never use scripts.

If they tell me...they are not interested, I ask if it is okay to check back in with them on down the road.  If they say no to that, I just tell them I understand, thank them for talking with me, and to please hang on to my number. I may reach out to them some day down the road via US Mail or face to face. If they ask me to not call...I NEVER call again without talking with the face to face.

NOTE: I rarely cold call for listings or Buyers.  I want a name I can reference...a warm call.

I am assuming for this blog that they agreed to chat on the phone.

Some of my questions are general questions about the area, topics that impact them, family questions, what are they seeing in their neck of the woods. 

I will ask them what their goals are and if I can help them reach them. I will simply ask them these type of probing questions.

I always want to know the history of the property even before the current person I am talking with.  Along with the dynamics of the family and how they interact with the property.

Farmland is different than homes in that it may have been in the family for multiple generations and homes are different in that the kids first steps or a loved ones last breath was taken in the home. 

Every situation is incredibly important to that seller...even when they say it is not...most likely there is a reason. 

Commercial property is many times simply a numbers game...if it makes money, that is good. But sometimes it is just as important from a family angle as a home or farm land. 

My goal is to always put them first and to not make them uneasy or uncomfortable.  I will ask if I can see the property...even if they tell me they are not selling...I ask if they would give me a tour. I am trying to establish a foundation for later on...maybe years later. If they say no, I simply thank them and say no problem. 

Rarely am I hung up on but many times it takes a few contacts with them before they are comfortable with me and that is how it should be.

Let's face it...telemarketer scams are everywhere...and now they use local numbers.  That makes it hard for us to dial the phone and get someone on the other end.

I put all client and future client numbers in my phone and make notes with their numbers and the date. Sometimes this pays off in the end years down the road. 

I actually do not start talking about their property until I know they understand that I care about them and that I know what I am doing and that I am not interested in buying it myself...only in helping them reach their goals.

I am surely not saying how I do it is the right way...just the way I do it and it works for me.  I am sure others have differing styles and I like to pick up pointers...so please share a thought or two below!!  

Until Next time...Do Not be frustrated with the No's...they lead you to the Yeses!!