- Memorize the four power questions you should be asking every client.
- Always ask: Is this the only property you have to sell or are there others?
- Stop asking your network for professional recommendations. Instead, connect with your sphere.
First, what is the “power question?”
I spent the past five years training Realtors in Austin, Texas. Anyone in my program heard me talk about the power question all the time. If you’re not asking this question all the time, then you’re being a lightweight agent and leaving money on the table.
Power question 1: Basic
“Are you guys thinking of doing anything with your real estate this year or know anyone who might need our services?”
It’s your job to ask this question.
Power question 2: Are there others?
Use this with every seller inquiry and see what happens:
“Is this the only property you have to sell, or are there others?”
This question separates you from the crowd because it shows your business acumen. I have seen agents, in using this question, turn one opportunity into five.
I have one brand new agent who turned one opportunity into 10 — plus three referrals, so make that 13 — opportunities. Use this as a standard in all listing conversations and appointments.
Power question 3: Go-to agent
“Who is your go-to agent when you have a real estate question?”
Or the cousin to this question: “Are you still in a relationship with the agent who helped you purchase the property?”
Your answer might be something along these lines: “Great, I’d like to apply for the job.” Or “Hmmm, I’m sorry they are not keeping in touch. It’s a big part of what I do as an agent. Do you have any questions about your house?” Or “I’d love to be the second agent on your list. Call me anytime you need anything.”
And then before you end the conversation, you must throw in power question No. 1. Here’s a longer modified version of it:
“Hey, real quick before we get off the phone. Are you guys thinking of doing anything with your real estate this year or know anyone who might need our services? We’re already setting up appointments for summer. I wouldn’t be doing my job if I didn’t ask you this question now and then.”
Power question 4: Service providers
This is a relationship-builder question.
First, stop asking your agent network for roofer and painter recommendations. Stop it. This is a tremendous opportunity for you to connect on a regular basis with your sphere.
Post this on Facebook at the time of day when your friends are on social media (7-12-7: 7 a.m., around noon and the wine hour):
“Hey Facebook friends — quick — I need plumber recommendations today? Who do you really like? They do not have to be the cheapest; they need to be good and reliable. Thanks.”
Or: “Hey Facebook friends, I am spending this week beefing up my A-plus service provider list. Who do you really like? The main categories I am looking for include handymen, painters, roofers, electricians, plumbers, landscape, decking.
“They do not have to be the cheapest; they need to be good and reliable. Anytime I give out a name, it’s an extension of my reputation — so I’m picky. Thanks! (P.S. Let me know what you need; I have a lot of names. Consider me your go-to person.)
And then when your friends respond, interact on the thread and then private message them with this question: “What’s your cell?” And then pick up the phone and call your friend to discuss their recommendation.
And then, before you hang up the phone, always throw in power question No. 1:
“Hey, real quick before we get off the phone. Are you guys thinking of doing anything with your real estate this year or know anyone who might need our services? We’re already setting up appointments for summer. I wouldn’t be doing my job if I did not ask you this question now and then.”
See how this works? These four simple scripts — used all the time — are guaranteed to build your business.
Julie Nelson is the chief success officer at The Nelson Project, Keller Williams Realty in Austin, Texas. You can follow her on YouTube or Twitter.
