Aug 20 • Real Estate
5 discovery questions
- What's happening in your life right now that made buying feel important enough to get started? I have found time and time again, especially if it's a big decision or a long process, that remembering why you started is extremely important for getting to the finish line.
- If we fast forward a year and this move worked out perfectly, what would be different in your day-to-day life? I think that helping people envision or picture the desired outcome is also important, not just for manifest destiny, you know, getting them to see it and then feel it and then go get it, but also to help take away the unease around a big decision like buying a home.
- What worries you most about the buying process? Not the house, but the experience in itself? If I can help you identify the part that feels icky or unclear, then I can help guide you through how to understand it better so that you are confident and certain when we get to that part and every part of the purchasing process.
- What would make you feel like you stretched too far? This will help me identify their financial boundaries and what they actually want to spend (or will NOT spend)
- What would make you regret not making this move? This will create urgency and also help clients think about the cost of staying where they are... especially when home values are still appreciating and rates aren't forecasting to drop.
- What would you want a normal Saturday morning to look like in your new home? This will help clients visualize the desired outcome in terms of lifestyle and not features. This question will drive motivation.
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5 discovery questions
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