What is the problem in asking questions? For one, it often puts people off? A person will only share with you there most personal information when they have a sense of who you are and what your about.

A fair question to ask when beginning to qualify a Buyer prospect would be to find out what there financing options are. Over the years I have asked this in many different ways. " When it comes to purchasing will you be paying Cash, Gold Bars or Persian Rugs? " Often times a little light hearted humor can get you past those difficult moments that must be bridged.

In the example above the leading question allows there to be a moment of humor before the buyer shares the info with you. You may turn off the buyer if you were to ask a buyer who was not ready to share this info with this type of question " What Lender are you qualified with ? " Tread lightly and reap the rewards.

Other problems encountered can be asking to many questions. For years I have made it my practice to show at least one property to every buyer who calls. For the most part people do not call just for the joy of running you around. A quick showing, usually of a home that the buyer has driven by ( sign call ) will allow you to assess them as they asses your listing.

I have found that I can learn as much as I need to know from this one showing as I will need in helping them find there next home. Where as if I had spent a lot of time over the phone asking detailed questions up front the task could be more difficult.

Let me explain. Buyer's when asked questions like how many bedrooms and bathrooms or size of rooms etc. will always give you there fantasy. A walk through showing with questions and answers will show there true needs.

It has served me well over the years. The more you do it the better you become doing it. Perhaps it will work for you.

Remember your ABC's ' Always Be Closing'.