The most important thing to remember when trying to start a conversation with a potential client is to ensure that you ask as many open-ended questions as possible. Try to avoid, at least initially, potential "Yes/No" answers. Research shows that open-ended questions:
- Force the clients to become more involved in the conversation
- Give you the opportunity to retain their attention longer
- Lead prospects/clients into more detailed conversations about their situation and plan (or lack of a plan)
- Allow you to discover other similar topics of interest that could lead to introductions/referrals
Sample Probing Questions Scripts (categorized by target audience)
Young Singles - Buyers
- "What are some of your goals for the next five years?"
- "What is the one thing that concerns you most about buying (or selling) right now?"
- "What kind of property are you looking for (house, condo etc.)?"
- "What area would you prefer to live in?"
- "Have you researched property values?"
- "Where do you see yourself in (5/10/ 20) years?"
Young Singles - Sellers
- "Why are you selling?"
- "What do you like/not like about your current property?"
- "What kind of property are you looking for (house, condo etc.)?"
- "What area would you prefer to live in?"
- "Have you researched property values?"
- "Where do you see yourself in (5/10/20) years?"
- "How quickly do you need to sell?"
Young Families and Baby Boomers - Buyers
- "What do you like/not like about your current property?"
- "What kind of property are you looking for (house, condo etc.)?"
- "What area would you prefer to live in?"
- "Have you researched property values?"
- "Where do you see yourself in (5/10/20) years?"
Young Families and Baby Boomers - Sellers
- "Why are you selling?"
- "What do you like/not like about your current property?"
- "What kind of property are you looking for (house, condo etc.)?"
- "What area would you prefer to live in?"
- "Have you researched property values?"
- "Where do you see yourself in (5/10/20) years?"
- "How quickly do you need to sell?"
Active Retirees - Buyers
- "What do you like/not like about your current property?"
- "What kind of property are you looking for (house, condo etc.)?"
- "What area would you prefer to live in?"
- "Have you researched property values?"
- "What activities do you like to do, and how close to those activities do you want to be?"
Active Retirees - Sellers
- "What characteristics does your current home provide/not provide to you that you need?"
- "What lifestyle does your next home need to provide to you?"
- "What do you think your property is valued at?"
- "How quickly do you need to sell?"
Probing Questions - Affluent Individuals - Buyers
- "What do you do for fun? What will you and your family do while using the property?"
- "What style of property do you prefer?"
- "What do you know about the area (if not from the area)?"
- "How much time will you spend in the home each year?"
Many of these questions are to build rapport with the prospect, in hopes of being referable down the road.
Probing Questions - Affluent Individuals - Sellers
- "What do you love about this property?"
- "If you could change anything about this property, what would it be?"
- "Why are you selling?"
- "What are your plans after the property sells?"
Script for Centers of influence - Information Interviews
Centers of influence are opinion leaders in their respective community or group. Get to know them and be up front with your interest in their group. This will help them raise their awareness about you as a realtor and 2% Realty.
Where can you find Centers of influence?
- Best clients
- Business Association President or Executive Director for a group or union
- Human Resource professionals
- Executive Search firms or Downsizing specialist firms
- Arts Community Leader
- Cultural Centre President
- Media spokespeople
- Local groups or clubs