Sometimes we build so much rapport with a seller that we start to believe they are friends. Unless you are going to sell their house for nothing, it is vitally important for you to remember that you are not friends, not in the true sense of the word. You will not be their friend until their house is sold and your fee has been paid.
Trust me on this one, it’s a big one. Think about this, everyone wants a deal from a friend. So, do you really want them to think that you are their friend? That is why it is so important for you to go from rapport, to asking questions in a professional, systematic fashion.
Many agents have told me that they don’t need a printed questionnaire. They say that they ask their questions while they are building rapport. Big mistake! Build rapport, then get down to business with a printed questionnaire.
When the house is sold, if you have treated them as you would want them to treat you were you selling your home then you may become wonderful friends.