Posted by Gracie Loebs on Thursday, August 3, 2023 at 2:16:17 PM By Gracie Loebs / August 3, 2023 Comment
Questions Agents Should Never Ask on the First Phone Call
Are you tired of feeling like the same questions are asked to every potential client on the first sales call? We’ve all experienced that awkward silence when an agent asks a generic, unengaging question only to hear crickets in response. Then what do you do next? It can be difficult to get prospects engaged and excited during your initial conversation. That’s why it’s important to understand which questions shouldn’t be asked – starting with arguably one of the worst: "What do you know about our company?" This question is not only inappropriate but could also give off negative impressions if delivered incorrectly. Keep reading for professional tips on how to make sure your first interaction is meaningful, informative, and successful!
#Q1. “Are you pre-approved?”
The first conversation with a real estate agent should be all about seeing if there's a good fit between the agent and the prospect. It's a chance to build rapport, get to know each other's styles, and figure out how to make the most of the home buying process. Unfortunately, some agents miss that memo and immediately jump right into the dreaded question: "Are you pre-approved?" It's an invasive question and can potentially turn a prospect off right from the start. Instead, agents should focus on building trust and understanding what the prospect is looking for in a home, rather than just their financial situation.
INSTEAD: “Are you planning on paying cash, or do you want to finance it?”
When it comes to getting the information you need to close the deal with a potential buyer, it's important to take a different approach. Instead of assuming that everyone needs to finance their purchase, or that they have no other options but to pay in cash, ask them straight up. By posing the question, "Are you planning on paying cash, or do you want to finance it?" on your second or third appointment, you'll be able to better gauge their financial situation and move forward accordingly. This will not only help you establish trust with your client but also ensure that you provide them with the best possible service. So next time you're faced with a potential buyer, don't shy away from asking the tough questions that will help you both move forward.
GET TO KNOW YOUR CLIENT
As a real estate agent, it can be nerve-wracking to ask clients about their financial situation. After all, you never want to insult someone or make them feel uncomfortable. However, it's important to remember that asking about a client's pre-approval is not only necessary for your own peace of mind, but it's also in the client's best interest. Showing homes outside of their price range can be frustrating and embarrassing for everyone involved. Clear communication and transparency from the beginning can save both you and your clients a lot of time and stress in the long run. So don't be afraid to have an open and honest conversation about finances before starting your search for the perfect home.
When it comes to selling a home, qualifying your buyers is a critical step to ensuring everyone's time isn't wasted. But rather than immediately jumping in and demanding to know the buyer's financial situation, it's essential to take a step back and ask better questions. One useful approach is to ask potential buyers if they plan on purchasing the home with cash or finance. However, it's also essential to communicate with clients like a professional. Tweak your language and watch as you start to earn more business. Simply by taking a moment to be more mindful of what you say, you'll be more successful in your real estate ventures.
JACOBS & CO. REAL ESTATE, LLC.
12923 Fitzwater Dr. Nokesville, VA 20155
(703) 594-3800 | jacobsandco.com
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