Questions help establish rapport with sellers

This is the first of a two-part series with Claudia Wicks, discussing questions to ask buyers and sellers before the initial presentation.

Establishing a rapport with sellers before the initial presentation helps REALTORS® target the sellers’ needs, according to Claudia Wicks, a real estate trainer and CEO of Real Estate Base Camp in Seattle.

“Spend your time wisely,” Wicks, a 34-year real estate veteran, said. “Asking good questions in a telephone interview with potential sellers assists you in assessing their needs and targeting your presentation to those needs.”

The initial conversation also helps REALTORS® establish some commonality and trust with the sellers. 

Wicks recommends key questions to ask sellers:

• How long have you lived in your home?  It makes a big difference if they purchased their home one year ago, 10 years ago or 30 years ago.
• Describe your home. You’ll hear what they’re saying and not saying about their home.
• What do you like the best? This helps you target the next buyer. For example, if they love the patio or deck because they entertain, that’s a big feature for potential buyers.
• What made you decide to sell at this time? Is it a job change or have they outgrown their home?
• Where and when are you planning to move? This helps you establish their motivation and urgency.
• Are you planning on interviewing other agents? This question helps you evaluate the competition.
• Do you have a price in mind? You can prepare much more completely, especially if the seller has unrealistic expectations.
• Is there anyone else involved in the sale of the home? You can establish if it’s an estate sale, if there’s a spouse involved or a divorce. And it allows you to set up a time when all of the decision makers can come together.
• What three things are most important to you regarding this move? This gives the sellers a chance to tell you what’s important to them. You can target your presentation with the information you gather from them.

“You do a better job for your clients by catering your presentation to their needs,” Wicks said. “It’s a challenge to sell in many markets today. Your preparation is a big part of winning the listing and making sure it is priced to sell.”