I say they’re a game changer. It’s the difference between getting the listing and not getting the listing. Getting the appointment and not getting the appointment. And what I know is this, sometimes, it’s just adding one, two or three easy questions into your arsenal, and to that bag of tricks, so when you’re engaging with someone, you’ve got something great to ask, to absolutely find that next listing opportunity.
Have you had any thoughts of selling?
Now think about how simple that question is. You are going to ask it and you’re going to look for this. If they give you a pause, that means they’ve been thinking about selling. If they gave you the definitive, “Absolutely not.” You know, no problem. But for those that don’t, you want to ask a follow up question like, “Where would you guys go? What’s your dream? Where do you want to be?” And you can explore a little bit.
I also find another great question to consider: At what price would you become a seller? Everybody’s got a price. Let’s say you ask the first question. Have you had any thoughts of selling?
Do you know someone who is thinking of selling?
Remember, the beautiful thing about real estate today, is you could be sitting somewhere in Philadelphia and someone says, “Well, you know, as a matter of fact, I know someone whose thinking about selling in New York City, or in South Florida.” And there’s nothing better in real estate, than a referral fee. You find that other great agent, you send them the opportunity. They take the listing. They do the sale. You get a check at the end.
So, we always want to be exploring, not just in our local market place, but internationally as well. So, when you ask that question, pay attention.

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