Earlier in my career I got qualified as a paramedic. I did this to boost my chances of becoming a firefighter, but that is a story for another day. One of the most important fundamentals for being a paramedic is knowing how to quickly assess patients. I learned that in asking certain questions, you can very effectively receive the information you need to get a good assessment of your prospect. By asking these questions over and over, you can customize a conversation that will help you effectively qualify your prospect. Even if you are not a realtor, think about how to alter these questions to your line of business.
– What is your real estate experience? Tell me about the places you’ve lived, where do you hope to live and any experience you have in buying or selling.
– What have you done to prepare for your own home purchase or sale?
– What makes you most nervous about buying or selling?
– If you thought you’d found the perfect agent, what would they do and how would you know?