Since most of the top agents are feverishly working the business for as many as fifteen years, we have found that one good listing in the $500,000 range can be worth as much as $100,000 to you in your career. Please understand that pulling out all the stops to focus on the acquisition of a listing is well worth the effort in the long run.
What follows is the question list that is utilized when a listing appointment is appropriate and imminent. To make certain that we are clear, I use the following question list on all appointment leads to “take their temperature.” The question list is also used to determine the immediate needs and which classification they might fall in. My goal was to solidify an appointment with a seller that had an immediate need for my services with a high motivation for sale.
Since all of our lead-generation systems point to extremely prolific demographics, the chances are very good that when working my systems you will be given leads that will cause you to pay attention to every line on the checklist that follows.
There were many times where I was unavailable to close a lead so the office staff, paid or unpaid, would be given a bonus for completing a question list by using the following script:
“Thank you for calling. Walter is out of the office right now; however, he has asked that when someone is in need of his services for me to ask some further question so he could actually start the research before he returns your phone call. Would it be okay if I ask you some questions so Walter can return your call with some solutions for your needs?”
That discussion possibly opens the door for that paid or unpaid assistant to complete the information sheet/question list. The office staff was motivated to complete these questions more than just taking a name and a number. If the incoming lead turned into a closed transaction, the staff member would receive $100 upon closing.
Whether you want to use these questions in hard copy with sets available at all phones, if you want to keep them on your network, or if someone providing you a third party endorsement utilizes these on your behalf – the method does not really matter. When you are able to record the answers digitally, it is faster to forward the answers to the person who will be obtaining the listing.
Questions to Ask Seller Prospects
What Do I Say? The $100.00 at Close Magic Questions
Property:___________________________________________________________
Date:________________________ Operator:______________________________
Seller’s Name:_______________________________________________________
Mailing Address:______________________________________________________
Phone: H:____________________________W:____________________________
Cell:________________________________ Fax:___________________________
E-mail:_____________________________________________________________
Best times available:___________________________________________________
Phone: H:____________________________W:____________________________
Cell:________________________________ Fax:___________________________
E-mail:_____________________________________________________________
Best times available:___________________________________________________
1. How did you hear of Walter Sanford?_____________________________________
2. Why do you want to sell?_______________________________________________
3. Referred by: Name or Corporate Relocation Company:________________________
Address:______________________________________________________________
Phone:____________________________ Fax:________________________________
E-mail:_______________________________________________________________
Referral fee: ___________________________________________________________
o Send personal thank you note and mark database.
o Send package to relocation source.
4. Who else are you interviewing?
Agent Office Appointment Date/Time
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
***Remember, Walter wants to be the last appointment with whom the seller meets. You can say, “Meeting with all the other brokers first will guarantee a maximum number of questions and a solidification of your needs. Walter can better serve you if you have the maximum number of questions and all your needs available for your meeting. If you cannot provide Walter with the last appointment, make whatever you can and Walter will reschedule later.” (Also, remember to ask the client to promise to wait for Walter’s presentation.)
5. If Walter answers all of your questions to your satisfaction, will you list your property when you meet Walter?_______________________________________________
6. Would it be possible for all decision makers to be present and meet with Walter on (Date) at (Time)? Is it possible to meet at Walter’s office?________. If not, then where? _____________________________________________ (always better in daylight)
7. Who will be present?________________________________________________
8. When Walter meets with you, will you want to start the marketing plan?__________
9. Do you own any other properties in the area?______________________________
If yes, where? ________________________________________________________
10. Are you thinking of listing them also?____________________________________
11. Where are you moving?_____________________________________________
12. Do you know a real estate professional there?____________________________
13. May I have one of my lender team members call you?______________________
14. When do you need to sell? __________________________________________
15. What price do you want to list at?______________________________________
16. How much are your underlying loans?
1st $_________________________
2nd $_________________________
3rd $ _________________________
17. Do you need a 1031 Tax Deferred Exchange?______________________________
18. What criteria are you going to use in hiring your new representative?_____________
______________________________________________________________________
______________________________________________________________________
19. We can mail you a pre-meeting information packet or E-mail you a link to our website information packet, which method would you prefer? Can we ask you to review it prior to your meeting with Walter?_________________________________________________
20. o This is an emergency — hand deliver package!
21. May we ask that you wait to make a decision on your agent until you meet with Walter?______________________________________________________________
22. Can we arrange some FREE time for you to consult with a CPA?_______________
23. Tell me about your property?___________________________________________
Type Sq. Ft. Bed/Bath Income Length of Lease
____________________________________________________________________
____________________________________________________________________
____________________________________________________________________
____________________________________________________________________
24. Any other amenities of property?________________________________________
____________________________________________________________________
____________________________________________________________________
25. Assistant to prepare CMA and presentation:________________________________
Today Today/Tomm Tomorrow Later Date_______________________
Criteria for CMA:
Parameters: SFR Condo Bldg. Only
Area(s):___________________ Type:______________ Size:_____________________
Area(s):___________________ Type:______________ Size:_____________________
Geographical Criteria:
N/_______________ S/_______________ E/_______________ W/________________
Price Range Search:________________________ to __________________________
Number of Presentation Copies:____________________________________________
26. Follow up Instructions:
A. Run an expired check of the presentation property.
B. Check to see if sellers own any other property in areas close to Long Beach and inform Walter of addresses:____________________________________________
C. Run a list of needs for listing presentation.
D. Deliver confirmation (pre-listing) package to them.
E. Add to database.
F. Input haves/wants in computer.
G. Order Super/Regular Property Profile.
H. Order preliminary title report.
I. Is CMA complete/accurate?
J. Load mock listing on Internet.
K. Record information on 800 service.
L. Prepare mock brochure.
M. Confirm that presentation is complete.
N. Please confirm that all decision makers will be present at meeting and that Walter is still the last appointment.
O. Get extra keys made by the seller.
P. Make sure Walter has sign, rider, brochure box, map to property, and digital camera in his car.
Extra notes to operator:___________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
