PROBING QUESTION

(7-10 RATING)

• When you say the roof is still in great condition. Is it brand new?

• Is the HVAC also new? I assume it is pretty well maintained?

• Kitchen, walls, tiles, and bathrooms are all updated, right?

• Are there any Minor Repairs that need to be made?

• What other Updates were done on the home in the last 5 years?

(5-6 RATING) Transition Statement: The offer depends on the overall condition of the property, so can you tell me:

• How Old is the Roof? When was the last time you made any repairs on the roof?

• What is the condition of the HVAC? (Heating, Ventilation and Air Conditioning)

• What Major or Minor Repairs need to be done on the home?

What's got you thinking about selling at this time?

(FSBO/PREVIOUSLY FOR SALE): Why did you put the home up for sale in the first place?

Examples of Vague Pain:

Because you called

no reason

make me an offer

I want to hear an offer

I want the money, nothing really, I just wanna hear what your offer is going to be, etc

Proceed to Probing Question 2 (Pain Questions) 

• What is holding you back from selling sooner?

• What would need to happen for you to consider selling within a 90 day period?

• I understand that you still need time to find a new home. Let's say we presented you an offer you liked and we were able to help you find a new home, or you found a home that you liked;

• I assume you would be willing to sell within 60 days is that right?

• I can understand that. So that means if we give you a fair offer that is fair for you and us, that means you would be willing to sell within a 30 day period is that correct?

(ASKING PRICE IS TOO HIGH)

• If you don't mind me asking, how did you come up with that pricing?

• Did you run comps on that property to come up with that price?

• Did you make any major renovations to the property to come up with that pricing?

• NOTE: Never disclose what you see on your property estimate on the tools unless advised to by the client or unless Seller states it's an Active FSBO

(NO ASKING PRICE)

• How much was the property when you first bought it? (Do not ask if property was owned for more than 3 years)

• What is the Estimate on your property including all the work that was done on the property over the past few years?

• Since you have owned the property for (time) How much do you think the property is worth right now?

• Do you know how much homes are selling for in your area?

• Do you have any idea what homes similar to yours sell for around your neighborhood?

• _________ and I assume you made a few upgrades or renovations to the home.

• Since you mentioned you have multiple properties, May I know why you wish to sell this house specifically?

• You mentioned you're ready to retire, you have managed it for a while now, why do you think now is the best time to sell/hear an offer?

• You mentioned you don't live in the property. Seems like a great place to stay- it has been vacant for (time) why did you decide to take the time to talk about letting it go?

• After you sell this house, what's your next plan? Besides just hearing an offer. I just want to understand what is making you want to sell/hear an offer?I know you have lived in the property for (time), you spent a great deal on improving it, can you tell me specifically why you decided to let it go?

• Since you mentioned you have multiple properties, and this is actually generating income for you. Can you tell me why you chose this one specifically to hear an offer on/why you decided to let it go?

•  I understand this is a vacant lot, and you just want to hear an offer/want to sell, I'm just curious since you have owned it for a while. What were your original plans for it when you bought it?

•  I am looking at the property, it seems like a great place. You mentioned you live here, so can you tell me a bit more as to why you wanted to let it go? Where do you plan to go next?

Transition Statement: I can understand that. I just want to get a better understanding.

• So for this vacant lot, did you have a change in plans? Are you thinking about investing elsewhere?

• I see this property has (bedrooms) (baths), seems like a nice property, are you thinking about possibly upsizing/downsizing?

• You mentioned the property is vacant, have you already purchased another property?

•  You mentioned you're ready to retire, you have managed it for a while now, why do you think now is the best time to sell/hear an offer?

•  Since you mentioned you have multiple properties, and this is an income generating property, are you thinking about investing in other properties?

• -Since you mentioned you have multiple properties, are you possibly tired of being a landlord and maintaining the property?

•  Since you mentioned you have multiple properties, are you possibly tired of being a landlord?

• I understand this is a vacant lot, and you just want to hear an offer/want to sell, I'm just curious since you have owned it for a while. What were your original plans for it when you bought it?