Whether you’ve been in the real estate business for decades or just a few months, you probably have your own process by now. Apart from constantly generating real estate leads and negotiating on behalf of existing clients, you are likely helping people to find homes that they can fall in love with. That often means a series of meet-ups, rates discussions, interviews and viewings. And although you likely have a standard list of questions to ask buyers in order to help with your quest, some questions are so simple that they are usually forgotten.
Understanding your clients and their needs is paramount to your own success as a real estate agent. It determines whether or not you make sales, which in turn affects your reputation and ability to generate more real estate leads. This understanding all starts with asking the right questions. For real estate veterans and rookies alike, here are the questions that demand those all-important answers.
Why are you buying?
Once they progress from real estate listing leads to actual clients, it is critical to know their motivation for buying. Not only does this help you determine if you are working with a serious buyer, but it also helps you show homes that are best suited to their stage of life. A couple looking to move and expand their family will require a totally different home, neighborhood, surroundings and amenities from a freshly-graduated single person moving for a new job. Understanding the reason for your client’s purchase brings you that much closer to finding them their dream home.
What are your deal-breakers?
Buying or selling a home can be an overwhelming process; that’s why homeowners and buyers need a real estate agent like you. When it comes to buying, clients often have a hard time telling their needs from their wants. It only seems logical to ask them what they do want but, with so much to consider, it can be difficult to distinguish whether their wish list is made up of desires or valid non-negotiables. When this happens, it can be much easier to get definitive answers by asking what things they consider deal-breakers. Knowing what your client doesn’t want in a home can help point you in the right direction.
How should I contact you?
It may seem trivial, but asking for your client’s preferred method of communication can help you provide a better service. As a real estate listing lead, they may have been happy to answer the phone, but as a client, they may want you to reach out in a completely different way. Communication is important: it allows both you and your client to get exactly what you need out of the business relationship. To keep the ball rolling, close sales quickly and maintain streamlined communication, it is always best to ask. This ensures that both parties get responses as swiftly as they should and, as a bonus, it makes your clients more comfortable. Generally, you should use the same method of communication that they reached out to you with, but there’s really no harm in making sure that this is what they prefer.
