Something you may have heard me say at a workshop is;
“The only questions that get answered are the questions that get asked”.
Questioning can be an extremely powerful tool to use at any stage of your buyer or seller management strategy. At the beginning of your relationship with a client is where Questioning will be of most benefit to you.
Here are some questioning strategies that you can use right away to create powerful conversations, help you win more business and gain commitment from your clients:
Framing is the most powerful under-ultilised influencing strategy in the world today! Pre-framing is all about you setting the scene for the conversation you want to have.
“So that I can help you best, do you mind if I ask you a few questions?”
“Other than achieving the highest price possible, what are you looking for in an agent?”
Sometimes you need to ask your clients hard questions. The key here is to make them more conversational (not interrogational).
An example of asking a client if they’re ready to go financially could be:
“We’re in a fast moving market, seeing a lot of properties move rapidly. Just wondering, do you have your finances in place?”
Tell me more
When a client has an objection or states something you’re not quite sure of, you can ask;
“Tell me more about that” or “How do you mean?”
Question with a question
When your client asks a question you can answer with a question. This is to create engagement, start a conversation, uncover more information. The more information you know about your client’s situation, the better you will be able to help them.
Always Be Confirming. This is where you check in with your client and gain confirmation from them that together you’re moving ahead positively.
Confirming question examples:
“Are we on the right track?”
“Is that ok with you?”
“Would you be comfortable with that?”
“Does that clarify it with you?”
These 4 questions are crucial to understanding your client’s goals and timelines.
- Where are you planning to move to?
- When ideally would you like to make it happen?
- What ideally are you looking for?
- And, why?
There you have some easy to implement questioning strategies to use today with your clients. Remember the goal of any real estate agent – to help your clients achieve their property goals. Questioning will allow you to reach that goal faster!
Please share your questions in the comments below.