Do You Ask All The Right Questions???
The old saying ask and thy shall receive has stood the test of time. In the real estate market, I like to give the answers before they are asked. By doing so you are educating your prospect, getting and keeping them engaged in the process. In the end giving enough information will create a comfortable client. It will also open the door to a smoother transaction of trust & confidence through the process.
Winston Heverly and, at the end of the presentation, after all questions are asked and answered, you ask for their business, which is the most important question - "let's get the paperwork started"
Sometimes questions have to evolve . . . for example, I received a call from a potential client who ran down his buying scenario. We didn't chat that long on the phone so when I was looking up some listing, I saw a "fixer" . . . since he was paying cash , fixers can work. But, is he interested? I didn't ask that in our initial conversation, but did use it as a great follow-up.
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