What’s compelling you to consider selling?
Determining motivation or someone’s “why” is numero uno in your discovery process and is what all great and skilled salespeople do.
Notice that the suggested script doesn’t advise to say: “Why are you selling?”. Replacing the word “why” with “what” is more psychologically inviting.
Understanding anyone’s motivation is fundamental to successful sales.
Motivated sellers will:
- Price their home accordingly
- Stage their home properly
- Trust your expertise
“On a scale of 1 to 10, with 10 being yesterday, when ideally do you want to sell your home?”
Gauging urgency is incredibly important. Deadlines drive decisions and the more urgent timeline your prospective seller is on, the higher likelihood you will sell their property.
Timing is one of the most important things in life, and selling real estate is no different.
“Is there anyone else that is involved to help you think through the sale of your home?”
It is a common rookie mistake that a lot of Realtors make when meeting a home seller and frankly, a common blunder amongst all salespeople. Not understanding and involving all key decision-makers in the transaction can lead to failed conversion.
Selling a home is a major decision and one that likely won’t happen without the engagement of everyone really important to the seller, regardless of if they are a vested owner (one prime example is that of a newly engaged couple where one person doesn’t technically own the property).
Make sure all decision-makers are at the listing appointment and/or insist on calling any and all decision-makers to build “global” trust.
“In your opinion, what do you think your home is worth?”
This is a powerful question and it’s imperative you fully listen to the prospective seller’s reply (especially if they are a new prospect and someone you didn’t help purchase the respective property).
The home seller may have an outrageous number in their head on the value of their home and may not seem realistic about the price.
If their expression of their home value is stern, keep this old adage in mind and proceed with caution:
“A man’s mind changed against his will is of the same opinion still.”
Additionally, you’ll need to determine if there is a mortgage on the home and if so, what the approximate balance is to determine their equity position.
“Have you connected with any other Realtors before our time together today?”
This is a very “soft” approach to determining if you have any competition. Remember that statistically, most home sellers work with the first Realtor they meet with, but they most likely used a Realtor to buy that same home.
In conclusion, become a master at your craft and learn to ask great questions to increase sales.
Go!
xo- KG
