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How to Stop Selling and Increase Sales By: Maria Sapio, REALTOR® with Keller Williams of Central PA
I hold an official document from the Commonwealth of Pennsylvania Department of State, Bureau of Professional and Occupational Affairs declaring that I, Maria Sapio, am a Real Estate Salesperson.  Yet, even though that is my recognized title, I prefer to simply tell my clients that my role is to guide you through the process in a way that makes sense for you.
 
Let's face it, whether you're moving across the street or across the globe, moving is work.  It is never my place to determine if someone should move and to convince them to do so.  First and foremost, I prefer to listen.  Listen closely, to determine the 'Why' behind the consideration to move.  
 
When a potential home buyer or home seller contact me, my most important questions to ask are 'Why Questions':
Why are you thinking of selling? 
Why do you want to move to that specific community?
Why do you feel that your current home is too small/too big?
Why are you considering a move now?
Why do you want a smaller yard/larger yard?
Why do you want an attached/detached garage?
Why do you want a first floor bedroom?
Why do you want a finished basement/unfinished basement?
 
The 'Why Questions' help me get to the deeper reasons that have  propelled the phone call ... more

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