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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 ... more

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