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The Most Important Question You Aren’t Asking
A lead picks up the phone. Now, what is the first question you ask? This is a loaded question since it will determine the rest of the conversation. If there is a conversation.
And the question is … Drum Roll Please:
Why are you moving?
Expand Your Opportunity
If asked correctly, to either a homebuyer or seller, you can quickly determine the reason for the move. In turn, this will tell you generally what size home they may need, what area, a certain price range, their buyer persona, and so on.
For home sellers, instead of “Why Are You Moving?” consider asking “Why Are You Selling?” instead.
This question also allows for a bit more time on the phone. Even if your lead insists they don’t want to act on buying or selling right this minute, you now (hopefully) have more information to pursue further opportunity with them down the road.
For example:
You call Bob Swanson after he registered on your sight over the weekend. This conversation could go one of two ways:
Option A:
Agent: “Hi Bob, this is Megan from Milestone Realty and I noticed you registered on my site. Would you like to get together for an appointment?” ... more

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