Real Estate - Pre-Qualifying the Listing Appointment

Question 1

Goal is to understand what objections you’ll face

Answer 1

Do not handle objections here. Wait until I get in front of them.

Question 2

Ask for permission

Answer 2

Before I come out… there are a couple of questions I need to ask you… okay!

Question 3

Do you plan to…

Answer 3

interview more than one agent?

Question 4

Tell me again… where

Answer 4

are you moving to?

Question 5

Tell me again… why

Answer 5

are you moving there?

Question 6

How soon…

Answer 6

Did you have to be there?

Question 7

If I sell

Answer 7

your home in 30 days… would that pose a problem for you?

Question 8

What would happen…

Answer 8

if your home did not sell?

Question 9

How much…

Answer 9

do you owe on the property?

Question 10

When I see you…

Answer 10

how much do you want to list your property for realistically?

Question 11

So… what’s

Answer 11

the price you won’t go below?

Question 12

Have you ever

Answer 12

thought about selling it yourself?

Question 13

Will you help

Answer 13

finance the home for the buyer… or do you need your cash out?

Question 14

Will you quickly

Answer 14

describe your home for me?

Question 15

How would you

Answer 15

rate your home on a scale from 1-10?

Question 16

What would

Answer 16

make it a 10?

Question 17

Specifically… what do you need to see…

Answer 17

if anything… to help you make a decision to… list your home with me?

Question 18

Do you have

Answer 18

any questions before I arrive?

Question 19

Will all the decision-makers…

Answer 19

be there… when I arrive?

Question 20

I’ve only spoken to you…

Answer 20

are there any considerations your spouse may have… that I should know about?

Question 21

So you know… our meeting

Answer 21

should only take between 5 and 25 minutes… okay?

Question 22

If what I say makes sense…

Answer 22

and you feel comfortable and confident… that I can… sell your home… are you planning to… list your home with me?

Question 23

Would you mind if I ask…

Answer 23

a few quick questions to make sure I’m fully prepared when I see you?