As a real estate expert, you may have all the technical knowledge and know-how in the world, but if you’re not asking the right questions, you’re not doing your job effectively. In fact, if you’re not asking questions to the level where you get to the answer you need, you’re doing your client – and yourself – a great disservice.
So, get comfortable with being uncomfortable and use these tips from Pat Mancuso, KW MAPS Mastery Coach, to have more effective conversations. He insists that 90 percent of your ability to ask questions is based on your mindset; only 10 percent is related to skill.
All you need is candor and care.
If you’re in this industry, you like helping people and you’ve got a strong foothold on how to build rapport. Don’t shy away from asking questions that get straight to the root of a client’s motivation to buy or sell. If you don’t, you’re holding back from them.
Ex. Your seller doesn’t want to price their home properly. They obviously have inappropriate motivation, and if you don’t ask questions you’ll never understand why. Clarity is power, so you must be persistent!
You don’t need to know all the questions, you just need to know one.
That’s because the next question is always embedded in the answer. Unfortunately, “Most people do not listen with the intent to understand; they listen with the intent to reply.” This quote by Stephen Covey explains a trap that is all too easy to fall into. Listening is a skill and it requires you to not just be silent, but to also be present.
When you’re present, you’re able to take in everything. What we say is only 7 percent of communication. Body language (55 percent) and tonality (38 percent) add meaning to words and create emphasis. By staying silent and taking in these extra clues, you’re able to “hear” things that aren’t said.
Ex. Your seller states that on a scale of 1 – 10 of how motivated they are to sell, they’re an 8. Ask why they aren’t a 10.
There’s power in asking the right questions.
The person who asks questions controls the conversation. Be prepared to ask the simple questions below to gather more information, gain clarity and flush out objections:
- Tell me more about X.
- What does that look like to you?
- How does that make you feel?
- Has there ever been a time that X?
- What about X is important to you?
Ask questions to capture leads.
Don’t move too quick that you miss an opportunity! Ex. Instead of answering the phone and just giving an inquirer the price on a property, reply with the following: “Oh, that’s a great property. Everyone is calling me about that one! Are you in the market to buy?”
If you’re receiving responses that lack conviction (“I think,” “Maybe,” “I should,” “Possibly,” “I hope”) there’s an opportunity to dive deeper to find out why your client isn’t committed to their answer. Ask questions until you find excitement.
Use embedded commands.
Confidently use this influence strategy to help your clients make great decisions. Embedding commands into your scripts is a surefire way to cinch the deal. Just be cautious: You must learn how to use embedded commands subtly, and not all scripts are created equal. Don’t waste your time perfecting a script that doesn’t actually lead to results.
Finally, as you practice breaking free of your unfounded fear and begin asking more questions, don’t forget to:
- Take notes
- Acknowledge responses
- Slow down
- Watch your tone
- Be careful of your body language
- Be present!