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Layer Your Questions



Understanding your clients’ true motivations is the cornerstone of success in real estate sales.

People often share surface level information when asked initial questions, but the real insights come from digging deeper through thoughtful follow up questions. This approach allows you to uncover their underlying emotions, concerns, and goals, enabling you to serve them more effectively.  

Start by asking an open ended question that invites them to share broadly, such as what they’re looking for in a new home or what’s motivating their move. Listen closely to their response, then build on it with a follow up that explores specifics. If they mention wanting more space, ask what areas in their current home feel cramped. This helps shift the conversation from abstract desires to tangible needs.  

As you continue, probe for the emotional reasons behind their answers. Ask how having more space would improve their daily life or strengthen family connections. By connecting features with feelings, you help them visualize the benefits on a personal level.  

Finally, summarize what you’ve learned and confirm your understanding. For example, if they’ve expressed that creating a more comfortable, functional environment for their family is crucial, reflect that back to them. This not only shows that you’re listening but also builds trust and rapport.  

The power of layered questioning lies in genuine curiosity and empathy. When you ask questions with the intent to truly understand, you transform conversations from transactional to meaningful.

This deeper connection can reduce resistance, build lasting relationships, and ultimately lead to more successful sales outcomes.


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