● Introduction to the Client - Their Personal Story and Their Challenges ● The Transaction Itself - How the Home was Bought or Sold ● The Conclusion - How the Clients’ Lives Were Improved Questions for Talking Points Of course, feel free to include additional questions that make sense for the client. Here are some starting points. Introduction to Client What prompted you to buy/sell your home? The client should share why they decided to buy or sell in the first place. Encourage them to be personal, but only to their comfort level. Did you have prior experience in buying/selling? Was this the client’s first time either buying or selling, and, if not, how did this time differ from others? Explain your process of searching for an agent. Did they conduct a search online? Were they referred? What particular challenge concerned you before the process even started? Whether financial or practical, encourage the clients to share any struggles your future clients might relate to. The Transaction Itself How did you know you’d found the right agent? What moment let the client know that they wanted to work with you? A combination of personal (“We love the same college football team!”) and professional (“You knew so much about the area.”) will attract future clients. Howwas the overall process of buying/selling? Did it go how you expected it would? Was the process difficult or smooth? For first time sellers or buyers, was it similar to what they’d heard from others? What was the “turning point” of the process, when you saw success around the corner? How did they know, specifically, when the right buyer or the right home had come along?
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