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Shhhh...Listen to the Buyers....Only Then Will You Know the Right Questions

If there's one thing to do when buyers see a home and show interest, it's Listen, Listen, Listen, so you know the right questions! What are buying questions? How about:

Where will you be placing the big screen TV?

Where will your huge aquarium be - in the lower level or the first floor family room?

Hey kids, have you picked out the color for your room?

Will your laundry area be in the upstairs bedroom area or in the lower level?

Do you prefer to cook with gas or electricity?

How long will it take you to get to your work/school/hospital from here?

Children crossing sign

Will you be using the light rail to go the airport?

Where will you place your mother's antique desk?

Where will you place the grand piano?

Which side of the garage will your car go in?

Would you like to know where the school bus stops for the kids?

Would you like to bring a contractor in to give an estimate for the new counter tops?

Do you like that chandelier? Let me see if I can get it for you.

Would you like to have your Thanksgiving dinner here?

With the right questions you can help buyers see themselves and their things in the house.

When you show a house to a buyer who seems interested, what are your BUYING questions?

www.HomeRome.com

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Posted by Margaret Rome-- HomeRome Realty Baltimore, Md. on 10/10/2008 02:13 PM

Comments (16)

buyers, buying questions, listen

Originally posted at: Margaret Rome's Blog: Shhhh...Listen to the Buyers....Only Then Will You Know the Right Questions

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16 Comments on Shhhh...Listen to the Buyers....Only Then Will You Know the Right Questions

OCT

2008

How many different questions can you come up with to help buyers imagine themselves in the new home?

Margaret- Interesting post. I've never thought of it that way before, buying questions....but visualization does make sense.:-) If you can see it u can do it, have it.

Rebecca,

It is much easier in a furnished house. You can get them to sit in a favorite spot, look at the sunset, imagine morning coffee etc. Buying questions, visualization, have them take "ownership" with your suggestions and questions

Margaret, Your post is right on. I love it when the buyer pulls out the tape measure!!!!

In my market I only have one question that ask "Will you please show me the money?" They rarely have any:)

I hope all is well with you.

Bryant, Hope you two are doing OK. Love to TLW.

That tape measure is perfect..... Let's see if Aunt Matilda's buffet fits on that wall. Which lender will you be using? 10% or 20 % down? Conventional or FHA?

Your question is the most timely...."Will you please show me the money?"

I had one couple that had to figure out a spot for the husband's Granny's pipe organ. The wife was dreading always including it in the decor.

Margaret-Listening skills are always a great asset and especially in real estate.

OCT

2008

Lizette, Did you find them a home? Would love to see a picture of where it was placed.

Eloise, Listening skills are always a great asset and especially in real estate. and in life!

Margaret: Great questions. I am always trying to home my buyer agent skills. I seem to better as a listing agent.

Margaret - this is a wonderful list of questions to ask, and of course the answers are telling. I like to also listen carefully to the questions that the buyers ask, since these often provide a clue that the buyer is ready to buy, rather than is just requesting information. And of course the behavior and body langaue can often reveal even more.

Jeff

Kelly, As a listing agent, we know how to help a buyer make a decision and we know what the sellers are looking for. You can ask these questions of the buyer and the buyer's agent....if your raport is good. And you do need to ask permission of the buyer's agent.

Jeff, You are so right and we are on the same track! The beginning of this post started with Listen, Listen, Listen, so you know the right questions! When they ask about the kind of fuel in the house, it is easy to ask what they perfer. If the stove is electric but there is gas in the house...you can give them a choice. Just another way Listen! Thanks for you input.

Margaret, these are really good suggestions. I have asked such questions before but not intentionally. It makes sense to listen to what's important to the buyer and then help them visualize it. Thanks!

OCT

2008

Margaret, you have so much great knowlegde to share! So many people don't understand that LISTENING is one of the most important things we can do. LOL

Kristi,

Good agents ask questions. How else do we find out what the buyer's needs? Thanks for stopping by.

Connie,

LISTENING is one of the most important things we can do. LOL Seems I remember someone saying, the reason we have 2 ears and one mouth...use accordingly.

OCT

2008

Margaret - I love when agents are willing to share their questions and thoughts like this. It truly does help the rest of us remember what the key in on when buyers start showing interest.

Jessica, So glad you liked these questions and I appreciate your encouragement.

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