You meet with a potential client for a listing presentation. You ask all the right questions about their needs and wishes. You get them to describe the qualities they want in their next home. You present your listing kit and explain your services in detail. You invite them to ask you questions and you answer them all fully. Its a great meeting. Yet, you get the nagging feeling that something is wrong… some unaddressed issue or un-asked question that is preventing them from selecting YOU as their real estate agent.

This is a common scenario. A prospect will have a question or concern that, for some reason, they are reluctant to express. Perhaps they are worried about financing, and feel uncomfortable bringing up the topic, or they are concerned about your ability to sell their home within a tight deadline.

Here are two questions you can ask to bring these un-asked questions to the surface so you can deal with them.

Question 1:

“What is your number one concern about selling your home or buying your next home?” This is a must-know. If you walk out the door without addressing the prospect’s number one concern, you have virtually no chance of getting the listing or helping them find their next home.

Question 2:

“If you had to choose an agent today, what would you need to know about them to make you feel comfortable with your decision?”

If the prospect has some objection to you, they’re bound to bring it up.

Takeaway point: If you sense that a prospect has questions or concerns that have not been brought up during the presentation, use one or both of these questions to identify them.