Presentations
#2-Buyer Strategic Brief Questions
PURPOSE
- Establish Long-Term Relationship
- Meet their immediate buying needs
PERTINENT DATA
- Who are they?
- Where do they live?
- How long have they lived there?
- Why are they moving?
- What do they like about their present home?
- What don’t they like about their present home?
- What do they like about their present neighborhood?
- What don’t they like about their present neighborhood?
- What is their time frame?
- When do they want and need to move?
- What is the purpose of their purchase?
- Are there any Contingencies that must be met?
- What is their motivation or Hot Button?
- What area are they interested in?
- Why do they want to buy?
- Have they been looking already?
- Have they seen anything they liked?
- Why did they like what they saw?
- What didn’t they like about what they saw?
- Why do they want to work with you?
- What do they like most about you?
- What is your strategy for meeting their needs?
- What obstacles have they encountered?
- What obstacles do you expect to, or have you encountered with them?
- What do you believe is the most important issue regarding their purchase?
- Are they sold on the area?
- Have you sold them on a specific product or neighborhood?
- Who is the decision-maker?
- What do they like about your company?
- What do you know about their Family?
- What do you know about their Occupation?
- What do you know about their Recreation, or what they do outside of work?
- What do you know about their finance?
- How organized are they?
- How good is their Strategy for purchasing a home?
- Are you tracking your results?