Probing is the key to successful sales. Asking the right questions helps you uncover the right things. While probing is one of the most important steps, it is often overlooked.
The information you obtain from probing becomes powerful ammunition that could help you close any possible sale. However, for probing to be effective, you do not only need to ask the right questions, but you ask them in a timely, courteous, and polite manner, and at the same time, providing a positive impact and connection that leads in the right direction.
Here are five essential probe questions that can help you get started:
Why do you want to purchase a new home or property?
Knowing where your clients are in their life cycle helps you give them the best options. Why do they want to purchase a new home or property? Are they moving because of a new career path? What are your client’s needs and wants in a home? These short checklists can help you line up the best property offer that suits their real estate need.
Are you open to buying foreclosed homes or properties?
Figuring out what your client can actually afford gives you a ballpark figure of which properties you can showcase. If their budget is tight, you may assist your clients through bank financing, asset management firms, and insurance companies that offer numerous foreclosed homes as options. Foreclosed homes do not only fit any price range and budget, but they also offer low down payments and higher investment returns.
Are you willing to qualify for a loan?
Eighty-five percent of most buyers are opting for a house loan. Loans through banks can offer a 15-year mortgage, which can save a bundle of interest, and a 30-year mortgage that gives easier qualification and lower monthly payments. However, as real estate agents, you have the sole responsibility to remind your client that the “bigger the down payment they put, it gives them a healthier mortgage as this will reduce their payments.
What kind of amenities and neighbourhood would you want?
If your client is starting a family, considering the neighbourhood where they will raise their children will be a major factor. It is the same when your client lives a fast-paced life, living in the metro area is advantageous for them. Considering the nearest local schools, hospitals, public parks, the crime rate, and amenities like pools, wide roads, lesser traffic, and security measures should all be taken note by you for your client.
Are you seeing yourself staying at this property 5 to 10 years from now?
If your clients are planning to move after five years or less, it is best to advise them not to purchase any home and to consider renting. Remember, though buying a home can be a great investment, where it can double your money over time, it is still based on the rate of inflation. Likewise, some may opt to borrow money from banks to buy a home, which could cause financial trouble in the future and limit their ability to borrow money for other important things.
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