How to Turn Past Clients - Authorify

Question #2: What information source did you find the most helpful in choosing your Realtor? Open houses | Internet | Social networking website| Mortgage brokers | Family or friend recommendation | Association or club recommendations | Real estate advertisements| Yard signs| Other _______________ Question #3: What was the obstacle in your mind that nearly prevented you from choosing your real estate agent? We ask this question because the seller or buyer always has a perception or an obstacle. No matter how ready the home seller or buyer is to choose a Realtor, there’s always a hitch. The hitch could be money, time, availability, or relevance — or a whole bunch of issues. And when you ask this question, it brings out those issues. It gives you an insight into issues you may not have considered, because the client is now reaching into their memory to see what could have been the deal-breaker. Questions #4: What did you find out about perceived obstacles as a result of choosing your agent? This question is important, because it defuses that obstacle. When a home seller answers this question, they are clear about why choosing their Realtor was worth it, despite the obvious obstacles. Question #5: What specific thing did you like most about your real estate agent? Now you’re digging deeper. If you ask the home seller to focus on the entire service, the answer gets indecisive. It’s important to focus on one feature/benefit. Questions #6: What are three other benefits you would list about your agent? You can now see what else the home seller or buyer found useful. You can change the number if you want to as well. Question #7: Would you recommend your real estate agent? If so, why? When a customer recommends something, their integrity is at stake. So unless the customer feels strongly about the service, they won’t be so keen to recommend it. Question #8: Is there anything you’d like to add? By this point, the seller or buyer has said all they have to say. But there’s never any harm in asking this question. Sometimes, you get amazing parting statements.