Buyers, you'll be wealthier if you quit renting

Part 2: Stop defending and start closing

(This is Part 2 of a three-part series. Read Part 1, "Top questions to ask sellers at listing appointment.")

Are buyers really liars? Not usually — the challenge is you just haven’t asked them the right questions.

One of the biggest obstacles in converting leads into signed business is the agent’s inability to stay in question mode rather than tell mode.