How to Be a Great Real Estate Consultant Without Selling

Want to get more appointments and clients from your real estate marketing strategies?

Ask the right questions.

Not just any questions. Mindful questions.

By asking the right kind of mindful questions, you can lead real estate prospects deeper into their wants and needs quickly. The result is that you will seem like a brilliant consultant who really “gets” them without having to convince them of the fact.

In fact, the more questions you ask, the smarter you’ll appear.

Many real estate professional suffer from insecurity, and because of that, they talk too much and ask too little. They think that if they don’t have all the answers, they won’t seem professional enough.

But if you’re talking, you’re not listening. As a result, you are probably giving them information they aren’t ready to hear. Converting real estate leads is not about giving information you think they need. It’s about making them feel heard.

Until you hear them, they can’t hear you.

It’s similar to being in a relationship. When we tell our partner the story of our day, we’re not looking for them to solve problems for us. We just want them to listen, make appropriate noises that mirror our emotions, and ask us questions so that we can talk some more.

When we want to convert a real estate lead, it is easier to ASK them into working with us than it is to TALK them into it. The key to success in consulting is asking the right question, not knowing the right answer.

The right questions work like magic to unlock the relationship.

What are the right questions?

The right questions are those that draw them into a dialog with you. Mindful questions. Questions that express curiosity. Open questions.

Questions like these:

• “How would your plans be affected if you moved earlier than planned?”

• “If we found a home tonight, what would you do?”

• “What is important to you about selling your home?”

These questions provoke thoughtful answers.

Contrast these with information questions. “How many bedrooms do you want?” is a question. But it won’t draw someone deeply into a dialog with you. “Where would you like to live?” “Have you spoken to a lender yet?” “What’s your time frame for selling?” are all information questions.

Information questions are valuable, because we need information to understand. But information questions don’t deepen the dialog or make them feel deeply heard.

Mindful questions open up the dialog so that they feel you really “get” them and are more likely to say “yes” to taking the next step with you. You’ll have discovered what is deeply important to them, and when you refer back to those deeper wants and needs, you’ll unlock their heart.

You don’t need to be a highly-experienced professional to convert real estate leads. You don’t need to have all the answers.

In fact, it’s a lot easier to learn a handful of key questions and magic phrases than it is to learn every answer to cover every situation your prospects could throw at you.