Last week, in THE POWER OF QUESTIONS: PART 1, we provided an overview of the importance of asking great questions on the journey to super-success in r...
Last week, in THE POWER OF QUESTIONS: PART 1, we provided an overview of the importance of asking great questions on the journey to super-success in real estate sales. We reiterated the point (made frequently in this blog) that the best way to create rapport and trust with a prospect is to ensure THEY do 70% of the talking. And the best way to push your prospects to do more talking is to ask excellent questions.We covered the most basic types of questions in last week’s post. Today, we move on to “advanced questioning.” These are the questions that press your prospects to dig a little deeper, and to think a lot harder about what they are looking for in a relationship with a real estate pro. More importantly, these are the types of questions that give you important information that can help guide the discussion and, ultimately, your listing presentation.As we review these questions, you might notice the similarities between certain types of questions. Indeed, there will be overlap. But, again, these types of questions are all intended to lead you down the path toward closing the deal.
We’ve said it many times, but it bears repeating (again and again): the MORE your prospects talk (70%), the more you learn about their fears, frustrations, dreams and motivations. And the only way to get them talking is to master the art of asking questions: the right questions at the right time in the right situation.Start asking... and start selling today!
Doug Spak joined Espresso Agent as a Content Marketing Specialist in 2016. Doug brings nearly four decades of experience as a copywriter, blogger, and screenwriter to his role with Espresso. Since joining our team, Doug has actively updated website content, published more than 300 blogs, and created countless social media posts.
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