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ANSWERING THE TOP 5 DEAL-BREAKER QUESTIONS FROM POTENTIAL CLIENTS POTENTIAL CLIENTS POTENTIAL CLIENTS

The question and answer part of your listing appointment is arguably the most influential part of the presentation. It’s crucial to anticipate the client’s questions and prepare answers before the meeting. While it’s hard to predict every client question, here are the top five “dealbreaker” questions to consider. Remember that your answers will vary based on your services and guidelines, and this article only serves as a guide to preparing your answers.

1. How Long Will It Take to Sell My Home?

When homeowners hire a real estate agent, they hope that having that professional expertise on their side will help them sell their home fast. So, you can expect them to ask you just how long it’ll take you to sell their property. Refer to your previous sales timeframes to determine your average time to sell a home, while also taking into account the current property’s location and other comps sold in the area. Once you’ve established a baseline, create a reasonable timeframe to list and sell the home. One way to manage your client’s expectations is to be transparent with the neighborhood research and provide accurate time frames of closed listings.

2. What’s Your Sale to List Price Ratio?

When homeowners hire a real estate agent, they hope that having that professional expertise on their side will help them sell their home fast. So, you can expect them to ask you just how long it’ll take you to sell their property. Refer to your previous sales timeframes to determine your average time to sell a home, while also taking into account the current property’s location and other comps sold in the area. Once you’ve established a baseline, create a reasonable timeframe to list and sell the home. One way to manage your client’s expectations is to be transparent with the neighborhood research and provide accurate time frames of closed listings.

3. Will You Lower Your Agent’s Commission Fee?

Discussing your commission fee is a sensitive topic for both parties. However, some clients will be more forthcoming in their mission to maximize their return on investment and ask about lowering the commission rates. Successful commission fee negotiations will vary on your knowledge of the median fees of your services in that particular area and how much time and money you’ll put into marketing their property. If you’re unable to lower the commission fee, respectfully decline and share the expense breakdown and service efforts you’ll be doing to close their listings, so the client has a full understanding of the costs and the benefits of spending slightly more for a better return. If you are willing to lower your commission fee, negotiate and settle on a mutually acceptable figure for both parties. Remember, while this will lower your commission on this particular sale, it could enhance your client’s experience and potentially lead to a referral down the line.

4. How Many Clients Do You Currently Represent?

Every client wants to feel that their requests and needs are a priority on your list. In the process of selling and buying homes, potential clients look for real estate agents who have the time and expertise to put their listings first. Thus, when clients ask how many clients you currently represent, you have to answer carefully. You want to communicate that while your services are in high demand, you’re dedicated to giving each client the bandwidth they deserve. Don’t over-promise by telling them you’re available at all times of day to answer their questions — because you won’t be, and that will result in misunderstandings and disappointments. Instead, let them know that you make an effort to respond and attend to their needs as soon as possible and always plan accordingly to meet those expectations.

5. How Do You Plan to Market My Home?

Marketing is everything when it comes to selling homes fast and at the right price point. For that reason, clients want to know that you’re not just going to list it and forget it. They want you to put their property in front of as many prospective buyers as possible. By clearly outlining your marketing approach, you can let these clients know that you’re the right real estate agent for the job. Prepare and present your marketing campaign and materials during your listing appointments and leave your prospective clients with printed copies of all materials, including your professional brochures. Don’t forget to discuss the digital marketing aspects of using social media and other platforms to market your property, and also explain any out-of-the-box selling techniques you may have in order to help get the property in front of the right audience to expedite its sale.

Want to Win Your Next Listing Appointment? REAL Marketing Can Help!

As you create all your answers to clients’ deal-breaker questions, think about the marketing materials you’ll want to have on hand, too. Then, reach out to our team at REAL Marketing to get the brochures, postcards, listing presentations with F.A.Q.s included, and other marketing materials you need. With that move, you’ll have all the tools required to make a great impression on your clients and land your listing appointments. Reach out to our experienced and knowledgeable team today to learn more.

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