Ask the CoachElite Agent

Ask the Coach: How to be more direct with people on my database this spring?

Coach Claudio Encina tackles reader questions on improving communication skills, including real cut-through questions to ask your prospects this spring.

Q. What questions should I be asking to be more direct with people on my database this spring? – Calvin Stewart, Ballard Property Double Bay

Spring: The weather’s getting better (in most places) and people want to be in their new homes before summer and Christmas. So it’s super-important that you make sure you’re generating leads, going on appointments, taking listings, putting buyers under contract and selling a lot of homes!

Sincerity, politeness and brevity, combined with a solid knowledge of your market, are the makings of a successful sales call

Here are some real cut-through questions to ask your prospects:

  • When do you see yourself doing something?
  • If I come across a good buyer should I give you a call?
  • I know you’re not selling, but I would love to see your place. Are you around this Friday or would the weekend suit you better?
  • Do you have any real estate plans in 2019, either buying or selling?

Sincerity, politeness and brevity, combined with a solid knowledge of your market, are the makings of a successful sales call. Follow these tips and watch your selling productivity rise this spring.

To have your question answered email askthecoach@eliteagent.com. To connect with Claudio visit claudioencina.com.

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