The Most Important Question You Aren’t Asking

Reblogger Praful Thakkar
Real Estate Agent with LAER Realty Partners

Are you asking the most important question when we meet the seller?

I remember Margaret Rome, Baltimore Maryland 's two questions listing presentation.

One of the questions is - a BIG WHY.

Read more about that in this re-post from Kelly at BoomTown .

 

Original content by Steven at BoomTown

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?”

 

Lead: “No, thank you, I’m really busy right now and have to go.” [Hangs Up]

 

Option B:

 

Agent: “Hi Bob, this is Megan from Milestone Realty. I noticed you registered and were browsing homes in the James Island area on my site. This is a great time of year to start looking! Why are you moving?”

 

Lead: “My wife and I are actually having a baby and need more space, but we aren’t ready to talk to an agent right now.”

 

Agent: “Sounds good, well let me know if you need any more information, until then I’ll send you property alerts for homes in that area that fit your needs.”

 

The latter option is the best case scenario, but do you see where we are heading with this?

 

Inform Your Follow-Up

 

Whether you gather the lead has a family, is going through a divorce, is single and looking to invest, or whatever the case, you can stash this information and use it when they or you reach out down the road.

 

If they are ready to buy or sell then even better! The key is to gather enough information to inform your follow-up plan.

 

Remember, 95 percent of leads are abandoned in the first 6 days. But 60 percent will buy in the next 6 months.

 

Take this information and use it to your advantage. Through asking the right questions now, you can create valuable follow-up strategies that keep leads active on your site until they want to make moves.

 

Making the Most Out of The First Call

 

Whether it is a phone call, email, or text, you need to make the most out of your first contact with a lead. Thankfully, technology now empowers real estate professionals with information in advance of actually speaking to a lead.

 

These conversations have the ability to dictate future branding, market expansion and persona building.

 

For example, let’s say Bob and his young family moved into a new area and bought a home with Megan. She then began to see a pattern of many more families moving to that area because of good schools, newer construction, etc.

 

Every bit of this information can help you make an informed decision on when to move into a new market and begin marketing to this specific group. All because you initially asked, and recorded the answer to one simple question.

 

Next Steps: Create Personas

 

Becky Babcock and Brad Nix from Path & Post Realty in North Metro Atlanta have taken this simple question and created a business around it. Their personas create a foundation upon which their business operates.

 

[Podcast] Listen In For More About Path & Post’s Persona Based Business Strategy

 

Every interaction with clients is based upon deciphering the client’s persona from the first phone call until the last hand shake.

 

From this information, Becky and Brad develop the scripts, follow-up, social media, online and offline marketing, and more.

 

One simple question and a little persistence creates endless opportunity.  



So, What Is Your #1 Question When Calling Leads?

close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Topic:
Real Estate Industry

Spam prevention
Show All Comments
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

You got the point, Wayne. How is important, too.

Mar 24, 2016 01:11 PM #16
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

We want to make sure we do not offend anyone while asking the most important question for them and for us. 

Mar 24, 2016 01:11 PM #17
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

It is important question for us also - we do not want to waste our time on non-motivated buyer or sellers.

Mar 24, 2016 01:12 PM #18
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Margaret - I am sure you 'won' one more listing!

Mar 24, 2016 03:14 PM #19
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

And this is worth sharing with others - everyone should do this.

Mar 24, 2016 03:14 PM #20
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Chrissi, glad you found the value in this post.

Mar 24, 2016 03:15 PM #21
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

We learn from each other - so this is the technique is worth applying.

Mar 24, 2016 03:15 PM #22
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

(Hope you get many more listings using this simple two-question listing presentation.)

Mar 24, 2016 03:16 PM #23
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Debbie R - you are right - we all have different ways of finding out motivation.

Mar 24, 2016 03:16 PM #24
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

The reason 'direct' question works is - we are meeting them for a reason and we just want to consolidate that.

Mar 24, 2016 03:23 PM #25
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

You can always 'soften' it by using the script Peter mentioned.

Mar 24, 2016 03:23 PM #26
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

You got it Lottie - we need to know the 'MO'!

Mar 24, 2016 03:23 PM #27
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

(I have tried to share the two questions from Margaret's original post.)

Mar 24, 2016 03:24 PM #28
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

(And it says it all 99.44% is not 100% - are you 100% sure? - what a question.)

Mar 24, 2016 03:24 PM #29
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Yes, Michael J Perry - the big WHY is good for us to know.

Mar 24, 2016 03:25 PM #30
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

(And it's good for them, too - they must be reminded of this cause time and again, if needed.)

Mar 24, 2016 03:25 PM #31
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Lou - that's what it is - the WHY for selling.

Mar 24, 2016 03:26 PM #32
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

(Lou - we learn about our own big WHY from you - and now it's seller's turn...lol!)

Mar 24, 2016 03:27 PM #33
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Yes, Elyse - the perfect question at our appointment we must ask.

Mar 24, 2016 03:28 PM #34
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Thanks all for stopping by and your comments.

Really appreciate it.

Mar 24, 2016 03:28 PM #35
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Ambassador
4,310,612

Praful Thakkar

Andover, MA: Andover Luxury Homes For Sale
What did my neighbor's home sell for?
*
*
*
*

Additional Information