The Reverse Interview: Flipping the Script

KatherineGalland_KCT

The best agents audit. When you treat a buyer consultation as a reverse interview, you move from being a salesperson to a high level consultant. Most agents spend an hour proving their worth, but the top performers spend that time deciding if the buyer is actually worth their energy.

Start by asking the hard questions immediately. Ask them why they are moving now instead of waiting. Ask what their strategy is for winning a multiple offer situation. If they are not an eight out of ten on the readiness scale, they're not a client. You are looking for motivation and realism!

Establish your boundaries before you ever open a lockbox. Explain that you work by appointment and that your fiduciary duty is to their bank account.