SU # 25__Showing Properties Flashcards
What is an important thing to remember when someone calls about a listing?
It’s important to remember to get as much information you can in the shortest time possible.
What should you do before you show any properties?
Prepare by determining your approach and then making notes about the specific features you want to showcase at each property.
What is an important technique that allows buyers to see themselves in the home?
Asking who, what, where and how questions for each room and feature of the home.
List three tips to keep in mind when showing a property.
Try to address any objections at the time the buyers raise them.
Stand on the side of small rooms to help them look bigger.
Emphasize important features, but don’t oversell them.
What is the primary purpose of the first meeting with prospective buyers?
To find out what type of buyers they are
To find out what kind of home they are interested in
To pre-qualify them
To show them your five best listings
To pre-qualify them
Which of the following is not necessary for a presentation package?
Property information sheet
Photos
Home Warranty Application
Map
Home Warranty Application
Joe Broker takes a prospective buyer into a home. Joe turns on the lights to add warmth, walks the buyer through the house, leaves a business card, then locks up and leaves the premises. What steps did Joe miss?
He did everything right.
He should call the seller before leaving.
He should not have turned on the lights.
Forgot to knock upon entering and turn off the lights.
Forgot to knock upon entering and turn off the lights.
What technique is used to elicit “yes” responses from a client?
Tie-association
Question-Tie
Tie-down
Tie-up
Tie-down
How do you stay in control of a call?
Providing facts
By asking questions
Taking notes
Describe the capability of local school districts
By asking questions
A buyer calls your office to inquire about a property he saw advertised. He sounds knowledgeable about this listing. Where is it that he likely found out the property information?
On the Internet
In a classified ad
From the For Sale sign
From a direct mail flier
On the Internet
All of these questions could help you determine a prospect’s capacity to make a purchase except which one?
How much do you have in your savings account?
How soon are you planning to buy?
Where do you and your spouse work?
Do you need the equity from your current home for the new home purchase?
How much do you have in your savings account?
What is the key to a successful showing?
Pre-qualifying the buyer
Staging the house
Organization
Selecting the route
Organization
If a prospective buyer calls about a listing, what is the most important thing a broker should do?
Discuss the attributes of the property
Prequalify the buyer
Set an appointment to show it
Ask lots of questions
Set an appointment to show it
What technique helps you uncover what property features are most important to clients?
Encourage an offer
Invite comparisons
Downplay property features
Ask to list their present property.
Invite comparisons
