How to Stop Selling and Increase Sales By: Maria Sapio, REALTOR® with Keller Williams of Central PA

Reblogger Lottie Kendall
Real Estate Agent with Compass CA DRE# 01215160

Our colleague, Maria Sapio , shares great wisdom about how to bring greater value to clients, whether we're in Pennsylvania (where she is) or California (where I am.)

Original content by Maria Sapio RS334568

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 in the first place.  I  want to truly understand


What exactly do I want to understand?  I want to gain insight into the problem(s) they are hoping that the move with solve.


- Perhaps they are passionate about a particular hobby and a home with a room that could be utilized as a 'hobby room' would offer them a space to be better organized.

-  They may have explained that the grandchildren visit quite frequently and they desire to have an in ground pool or at least have the needful yard space to install a pool. 

- Maybe their prized possession, the antique car, needs to be stored in an attached heated garage with ample space for additional cabinetry to store the enthusiast magazines.


As I listen closely to the responses, the 'Why Questions' provide me with insight to help guide them to find a home that doesn't just fit the list of criteria they've shared but that helps them solve the problem(s) that caused them to consider a move in the first place!


When we stop selling and instead, take the time to really listen and express a genuine interest in the 'Why' behind the decision to contemplate a move, we extend beyond the realm of a salesperson, and are seen as a professional guide that truly cares about their needs.  The REALTOR® is then an invaluable resource escorting the client through a process that isn't about a 'sale', but rather about finding a resolution to their 'Why'.



Maria Sapio

Keller Williams of Central PA

977 Walnut Bottom Road

Carlisle, PA 17015

License #RS334568

Cell: (717) 226-6857

Office: (717) 761-4300
Referrals Are Always Greatly Appreciated



This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
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Old Farts Club
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Ben DeHaven
Haven Realty & Investments - Winter Haven, FL
Proudly serving Winter Haven & Lakeland, Florida

Great points by Maria, thanks for sharing this reblog Lottie!

Jan 23, 2020 07:56 AM #1
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA.

Lottie Kendall I am so humbled that you have chosen to re-blog my post.  Thank you!

Jan 23, 2020 07:56 AM #2
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Maria is a very soulful person and that makes her a great real estate agent. D

Jan 23, 2020 08:00 AM #3
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Hi Ben DeHaven - if you don't already "follow" Maria, you might wish to do so. Many of her posts are great learning experiences.

Maria Sapio - I hope this gets a "feature." It deserves it.

Debb Janes EcoBroker and Bernie Stea JD - agreed!

Jan 23, 2020 08:17 AM #4
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Lottie - this ties in with what I wrote. Thanks for sharing. I am going to comment on Maria now.

Jan 23, 2020 11:29 AM #7
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Maria takes good care of her clients and provides value to them, Grant Schneider ; I'm glad we've met her here.

Jan 23, 2020 01:36 PM #8
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington - Tacoma, WA
South Puget Sound Washington Agent/Broker!

Or Washington state like me! Thanks for sharing this reblog...,

Thanks for making me smarter Lottie Kendall 

Jan 23, 2020 02:30 PM #9
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Maria asks wise questions, Paul S. Henderson, REALTOR®, CRS - adding value to clients anywhere. Glad you appreciated the re-blog.

Jan 23, 2020 03:05 PM #10
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