What Questions Are You Asking?

Real Estate Agent with Realty Executives

"One of the lessons I've learned is that the quality of the answers that we get in life is truly determined by the quality of the questions we ask."  Paul Martinelli Speaker and President of LifeSuccess Consulting

I couldn't agree with this quote more!  I've been really busy this past month and getting a lot of phone calls on some smokin' hot listings I have.  And I've got to tell you that sometimes the phone calls can get annoying.  I do my best to be professional, to listen, and try to really understand what the caller's questions are.  You never know - this could be your next client on the phone.  Unfortunately, many times its an unprepared and uneducated agent. 

"How much less will the bank/owner take on this property?" "I wrote a lowball offer and my client really wants the house. Did you say there are other offers in?" "Can I specify XYZ or JKL escrow company for this bank owned property?"

Sometimes its really disappointing when I hear these questions.  Or even worse is when there are no questions at all.  I think the lesson here is to take a minute before you open your mouth and really think about what it is that you are saying before you say it. 

Posted by

Susan Manning

Comments (8)

Chuck Up
Sierra Pacific Mortgage - Michigan City, IN
I never ask "why me"  I simply say "why not me"  Iron sharpens iron
Apr 12, 2008 06:15 AM
Kathryn Tharp
Realtor - Rancho Cucamonga, CA
Rancho Cucamonga, Real Estate Specialist

It is sad when you know that a client is not being represented by a quality agent.  Especially, when so many good ones are struggling to make ends meet in the really depressed market.

Apr 12, 2008 06:22 AM
Esko Kiuru
Bethesda, MD


On considering the Paul Martinelli from LifeSuccess Consulting quote, he couldn't be more right. Very few real estate agents or mortgage lenders are trained to ask the right questions. Something to think about.

Apr 12, 2008 06:31 AM
Michael Wayne Jackson
Coldwell Banker - Novato, CA
Broker - Seniors Real Estate Specialist Novato

You are right Susan, I always call the listing agent before writing an offer. It's important to know how strong we should write the offer especially when the client always wants to write a low offer.

Apr 12, 2008 06:32 AM
Stacie Colclasure
Gateway Holding and Referral Company - Bethalto, IL
Realtor, Bethalto, IL
As a new agent of less than one year, this is something I have not learned or been taught yet.  What are some examples of the right questions?
Apr 19, 2008 08:01 AM
Susan Manning
Realty Executives - Temecula, CA
Stacie:  Asking the right questions is a Ha-UGE part of the biz.  Are you pre-qualifying your clients?  Are you prequalifying your prospective deals?  I don't even know where to begin.  Sounds like a possible blog.  I'll marinate on that and get back to you.  SM
Apr 20, 2008 08:06 AM
Susan Manning
Realty Executives - Temecula, CA

Stacie:  Check out my new blog I wrote with you in mind here....Its just a tip of the iceberg but here you go...


Apr 20, 2008 09:02 AM
Stacie Colclasure
Gateway Holding and Referral Company - Bethalto, IL
Realtor, Bethalto, IL
Susan - thank you!  These are some really good questions and it makes total sense to me why we should ask them.  I appreciate your help.
Apr 20, 2008 12:51 PM