Ask the right questions during a presentation

ORLANDO, Fla. – Aug. 28, 2008 – There are several ways that real estate professionals can strengthen their presentations by building a trusting relationship.

One example: Ask property owners questions over the phone prior to the seller/listing presentation. Real estate pros should ask sellers why they want to move, their deadline for doing so and the importance of sticking to that time frame. During the presentation, agents should suggest a particular asking price, but assure clients that they have full authority over pricing.

For buyer presentations, agents should again inquire over the phone about their reasons for buying and when; and they should present prospects with such information as common purchase documents, a list of all the parties involved in a purchase transaction, and phone numbers for utility companies and local schools.

When showing properties, agents should ask open-ended questions, use “tie-down” phrases when buyers come across something positive, give buyers alternative choices when a negative feature is uncovered, and ask “yes” or “no” questions to persuade them to make a decision.

In all cases, agents should know as much as possible about the buyers and sellers before making the offer presentation and handling negotiations. They should minimize the back-and-forth between parties in the midst of negotiations, and let clients know beforehand their expectations for the negotiating process. When writing offers, agents should carefully look over documents with clients and ensure they understand all the details, how the paperwork will be processed and what problems could arise.

Finally, when making a price-reduction presentation to sellers – which should be called a “market update” meeting – agents should inform clients from the start that marketing, location, property condition, access, price and the state of the housing market will determine whether a home sells.

© Copyright 2008 INFORMATION, INC. Bethesda, MD (301) 215-4688

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