How can you learn more about your client's preferences by asking open-ended questions?

An example of an open-ended question I always ask buyers or sellers who have purchased or sold a home before is, “What was your previous buying or selling experience like?, Did you feel there was more that could have been, or should have been, done in any way (explaining the forms and/or process, counseling and/or advising regarding negotiating, etc)?, How would you like this experience to feel, proceed, conclude?

For Breaking the Ice: Real estate decisions are huge. Needless to say, they involve heavy monetary investments. Amidst this, the last thing you'd want to do is create a tight encounter with the client. It's always good to ease out things. An easy-going conversation starter is always good to throw in. What better way than to push in open-ended questions? These are questions your client will want to freely open up to basis which you can plan your next moves. These work excellently well in developing close-knit, long-term relationships with the client.

Open ended questions allow you to understand the perspective and requirements of the clients. Then you can sort it out based on the feasibility. However if you are very sure about the clients requirements then asking open ended questions may be avoided.

I'm a big fan of asking open-ended questions. In real estate, we're often quick to talk, but sometimes less really is more. The key is to ask, then listen and wait. You'll find that clients often give more insightful answers when they're not being led in a specific direction. It's all about creating that space for genuine communication.

If one does not uncover objections during the conversation they will discover them at the end of the conversation. Open ended questions allows one to discover areas of concern and get to know their potential client or client better. An interesting concept with open ended questions is to change the timeframe. What features are you looking for in a property will elicit a different answer than asking someone a question such as Looking back 5 years from now what would make this one of your best decisions ever? If one changes the timeframe they will get different answers.

Never ask questions like - When will you finalize the deal? - Can you increase your budget? - When can I expect the cheque from you? Trust them, Build Relation, Respect their decisions.

When you are first introduced to a new client, ask your question and then ask them to tell you more, then listen. Take notes and incorporate their story into your search. Letting them tell their story helps you know why they need help in the first place. During the process, continue to ask questions, ask them to explain or tell you more and continue to listen. Letting your client speak and listening to their needs takes practice, but is imperative to be an amazing agent.

Open-ended questions are questions that can't be answered with a simple "yes" or "no". They are probing questions that spur additional conversation. They open your client up to talk, and provide you additional information needed to assist in achieving their real estate goals. Because it's a conversation, it's a little less harsh way for your client to provide information vs. closed-end/survey type questions or a check list. Ex. I ask sellers "What's prompting your decision to sell your home? I ask Buyers "What are your must have's in your new home and why is that important to you"? Not only are you getting needed information from clients, you are building a rapport with them. They will feel that you listened and that you "get them". ;)

To ask open-ended questions, use words like "how," "what," "why," or "tell me about," to invite clients to share their thoughts, feelings, and experiences in more depth.

Here are my tips for asking open-ended questions: -Be specific. Ask about must-haves, other important amenities, and budget constraints. -Be open-ended. Don't limit clients' responses by offering options. -Listen attentively. Pay attention to body language and tone of voice. Open-ended questions help me provide better service.

Using open-ended questions helps to pinpoint worries, hesitations, and preferences which can be used to close deals and help clients reach their investment goals. My process: Initial contact: What are your investment goals, risk tolerance, and concerns about investing in real estate? Showing properties: What do you like and dislike about this property, how does it meet your needs, and what are your concerns? Negotiating: What is your priority, ideal outcome, and willingness to compromise? Closing: Are you satisfied with the outcome, is there anything else I can do to help, and who else do you know who might be interested in buying or selling a home? I ask open-ended questions to build rapport and trust with clients.

Asking questions and listening is you best thing Most agent talk to much they think talking is selling , but listening is really selling , That is how you as a agent can find out what the person is thinking and it allows you to know more about the home buying or selling

Ask open-ended questions when you want to encourage discussion, gather detailed information, or gain deeper insights into a topic or the person you're interacting with.

Ask questions that need more than a "yes" or "no" answer. Let clients talk and share their thoughts and feelings without interruption. Listen carefully and remember what they like and what's important to them. This way, you can better help them find the right home.

I recall a time when I was finalizing a deal, and instead of asking, "Are you satisfied?", I posed the question, "What aspects of this home buying process stood out to you?" The feedback ensured the client was happy and provided insights on improvement areas for future dealings. Open-ended questions are indeed game-changers throughout the entire client journey.

What to avoid when asking open-ended questions is to ensure you're using them appropriately. When you need confirmation, that is not the time to ask open-ended questions. When you need confirmation, that is when you want to ask close-ended questions. Questions that can be answered with a "yes" or "no". I may ask a seller an open-ended question to get information or feedback - "what do you think about this offer? The final question is a closed-ended question which gives me the direction and confirmation of action I need to proceed in the transaction "Do you want to accept this offer? Use a mix of open and close-end questions as needed. It may take some practice, but after a few tries you'll be a pro!

When asking open-ended questions, avoid: Leading or biased language that influences responses. Complex or confusing phrasing. Overloading with too many open-ended questions at once.

I've found that balancing open-ended questions with active listening is key. Once, I unintentionally asked too many questions rapidly, and it felt like an interrogation. Learning to gauge the client's comfort level and keeping questions relevant and respectful is essential for building trust and rapport.

?? I agree very much with the idea of open questions because it helps to get a better understanding. Contrary to that, in ping pong conversations, the audience tries to measure the answer with their interests in the shortest possible time, even with mistakes. ?? I often try to maintain eye contact with the audience and give appropriate feedback with facial expression to deepen and reach the conclusion of the topics. ?? During the conversation and for example when I offered a drink, I try to express my own perception of his ideas and opinions, this way we can better reach mutual understanding. ? I also try to win the audience's trust with similar examples from previous experiences so that they give more value and weight to my feedback.

I find it is most important to not interrupt your client, even if they are struggling to finalize a thought, or perhaps their plan is open-ended. As a Property Manager whose clients invest in industrial properties, sometimes their underwritten improvement no longer makes sense for the market from underwriting to closing. The best thing you can do is listen, take note of key points, and be knowledgeable about your market from both a leasing and construction management perspective. Instead of letting the conversation end open-ended, suggest to organize a follow-up meeting where you can provide thoughtful insight with reliably sourced market information. Tour your client's competitive properties to provide insight. Create value.

To effectively follow up on open-ended questions, use strategies such as asking for specifics, using "why" and "how," reflecting and summarizing, exploring emotions, sharing your perspective, encouraging elaboration, avoiding interruptions, staying curious, and using positive body language. These techniques help foster meaningful and open communication.

To follow up on open-ended questions: Actively listen to the response. Ask clarifying questions for more detail. Encourage further exploration with "Can you tell me more about that?" Reflect on their answers to show you're engaged. Summarize or paraphrase to ensure you understand correctly. Use their responses as a basis for the next question or discussion.

One thing I've found to be very useful is from Chris Voss and his "Never Split the Difference" book which is a tactic that's called mirroring. It's simply repeating the last few words of what the client says with inflection in your voice so as to sound curious or as if you don't quite understand the response. For example , a client might say that this real estate purchase is "very important for my family" when asked about what is importand to them. You would say, "important to your family?" with inflection. The client would then want to expand on why it's important for their family.

Reading the person well is one thing that I have found to be successful in these types of conversations. Are they in a hurry, bored, relaxed, and so on is so important? This could be crucial as some want you to be on their level. Once you meet them at their level, they feel more confident that you respect them. They then tend to open up. For example, if they are in a rush before touring a home and I am asking questions, this could be frustrating, so I offer to tour them first, then ask the questions as I go or after for a recap. I also set expectations before asking these types of questions. For example, I will need just a few moments of your time and if that is okay with you. Timing is very important. This has helped me a lot.

When working with realty clients and industry colleagues over the years, find the DISC system of personality traits very helpful. Also, listening and asking open ended questions to gently guide the conversation to find correct details for informed decision making on the best 'next steps'