What is it about asking tough questions that makes many agents squirm? The best I can tell is that they are afraid they will sound pushy or seem controversial. Frankly, it is not the questions that are the problem. It’s often the way they are asked.

Here’s a classic example. I’ll ask my students if they ask every buyer, before they even put them into their car to look at houses, this question, “If we find the right house for you today, are you prepared to buy it today?” Do I ever get the gag reflex on that one! “No, we don’t ask that question. You see, the buyers can’t know if they are going to buy today. If we push them, we’ll lose them.”

To that I say, “Fiddle-dee-dee.” I never said the buyer had to commit to buying today. I want to be sure the agent knows that they can buy today; two very different things, but both very important.

Think of what we tell the sellers when we go on a listing appointment. We tell them that our company is so great and we only bring ready, willing and qualified buyers to see their home. Well, like it or not, every time you take a buyer to see a home they cannot buy, you are lying to the seller.

If you want to continue that practice, perhaps you had better start asking your sellers this. “If I have lookers who cannot buy your home when I take them to see it but want to see it anyway, may I bring them over?” If they say, “ Yes,” you are out of the woods.

By the way, I have never heard of even one seller saying yes to that question. Would you? Who needs people casing their homes? These are people with nothing else to do but waste time. The agents who let them do it are equally foolish. Simply put, why show someone something if they can’t buy it?

In today’s market, in lots of places, whatever comes on the market that is priced even close to right sells that same day. I agree that that is not the case everywhere, but no matter. Agents would certainly make more money prospecting for ready, willing and able sellers than they ever will make dragging lookers around. Wouldn’t you agree?

Let’s take another everyday example. How about the question that every good closer asks every seller while on the listing appointment, “Just out of curiosity, what would have to happen for you to go forward and list with me tonight?”

That’s a great, gutsy question. You must deliver it with a smile and lots of sincerity. There is so much power in the answer. They will tell you what you are up against.

Suppose they say, “Oh, we are not signing anything tonight.” You say, “Oh, that’s no problem. However, if you were ready, what would be the circumstances or conditions to move you forward? They’ll tell you things such as needing to agree on commission or having to like your marketing plan, or they want to speak with other companies first, etc. Those answers are powerful in that you will know where you have to make the most impact and really show them why you are the one!

The bottom line is this. If you are too scared to close or find out what you have to do to walk away with the listing, you will never take the shot. By taking the shot, you always stand a chance of getting what you wanted in the first place. No shot equals no chance, period.

I remember reading that Michael Jordan had less than a 50% hit ratio, yet he is considered by most to be the greatest basketball player ever. He never would have made it to greatness if he hadn’t taken the shot every time. Nothing ventured, never a thing gained.

Quit worrying about being pushy. You are never pushy. You are always professionally persistent. That’s what great salespeople always are, persistent, and we always take the shot.

Whooosh! Hear that? Nothing but net....

Published: March 27, 2002

Use of this article without permission is a violation of federal copyright laws.

Marylyn B. Schwartz, CSP, is a noted expert in real estate and corporate sales training, team development, customer care and diversity issues. She is president of TEAMWEAVERS and was a trainer for the Floyd Wickman Courses©, Sweathogs® program for over five years. Marylyn is also an author and Business/Life Coach. Contact her at , or visit her website at MarylynBSchwartz.com.