Questions to ASK at the Beginning… 

• The mistake most Agents make when collecting information is talking. Yes, filling in gaps that should have a void or silence. During a silence the other party tends to fill the void with information that will help you and your client but not if we talk through that silence. (10 Seconds to Success)

1. Do you have any written offers in hand on this home?
2. Has your Seller turned down any other offers…If so what were the price/terms?
3. Is your Seller flexible on Price? 
4. Is the Seller willing to pay closing costs?
5. When does your Seller want to settle on the home? 
6. Will the Seller need a “Rentback”? 
7. Where is the Seller moving? 
8. Has the Seller purchased their next home yet? 
9. What means more to the Seller: A contract that closes prior to (Sample Date) or waiting and hoping to get list price for the home? 
10. Is this list price your suggested price to the Seller? (SILENCE)  What were the top 2 comparables you used that I can share with my client? 
11. Does the Seller have a copy of their Title Insurance Binder for the Buyer to receive a discount at closing? 
12. Is the Seller currently under warranty with a Termite Company? Which one? 

Items to Keep in Mind:

“Shock and Sell” (Verbal Phone Dialogue)

Give Room for Buyer to Negotiate Upwards

Ask Buyer about Aggressiveness when negotiating with other party