I have noticed so many more homes being sold in short sale status and REO and the client's are speaking in a cryptic language.
I have come up with a few questions that has helped me when positioning myself during the first few interactions with the potential seller.
1: What is their motivation? - Ask this question then stop. Don't fill in the blanks for the seller. Watch there body language as they respond to your question.
2: How soon would you like to move into your new place? This question is going to help you try to decode what your clients aren't telling you.
3: Listen more than you speak. When the client feels comfortable enough, they will spill the whole truth.
I would appreciate any new strategies on this subject.
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