A buyer calls a real estate office to ask some questions about a listing. Let's watch a poor conversion artist and a skilled conversion artist at work in handling the buyer's questions.

Poor Conversion Artist

Prospect: How big is the backyard?

Agent: Let me check… Ah… I have the file right here…. Yep, oh yeah…. The yard is huge! It's as big as three foot ball fields! You could land the space shuttle in this back yard!

Prospect: That's too bad – We're looking for a small yard. Thanks.

Agent: But, okay, yeah… hello?

Skilled Conversion Artist

Prospect: How big is the backyard?

Agent: How big of a backyard are you folks looking for?

Prospect: We really want a small yard.

Agent: I understand. Listen, I have three or four homes in this price range with a smaller yard, this particular home has a large backyard. Tell me what else you're looking for in a home?

Now it's obvious which agent did the better job, but the skilled conversion artist not only answered a question with a question she also used another great technique in converting more calls. She used what I call a vesting question.

What is a vesting question? A vesting question is an open ended question, one that can't be answered with a simple yes or no. A vesting question requires the buyer or seller to open up to you and become more vested in the relationship you are attempting to create.

Her vesting question was – Tell me what you are looking for in a home?

The secret to vesting questions is that they require the person answering to spend some time and effort explaining their needs. This helps you establish rapport and trust two key components in building a new relationship.

So how can you avoid bad answer syndrome with buyers in the future? Take the time to think about how you will respond when a buyer asks you a question. Perhaps ask a question before revealing your hand, and consider using a vesting question to begin building a relationship with new clients!

Jim Remley is a speaker, author, and consultant. He is also an active real estate broker in Southern Oregon where he owns a network of eleven offices. Jim is the author of the upcoming book – The Earning Curve – How to Earn a Million Dollars Selling and Investing in Real Estate due out in 2005 from AMACOM. Recently he won the 2002 and 2003 Pacesetter Award from RealtyU, the largest network of real educators in the nation. Jim is the author of an extensive catalog of products as well as a personal coaching system to learn more about Jim please visit www.properformer.com or email him at jim@properformer.com.

Published: October 18, 2004

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Jim Remley is a speaker, author, and consultant. He is also an active real estate broker in Southern Oregon where he owns a network of six offices. Jim won the Rookie Instructor of the Year award in 2001 from Realty-U, the largest network of real estate educators in the nation. He was the winner of the 2002 Pacesetter Award, and nominated for the Real Estate Instructor of the Year Award during the first quarter of 2003. To learn more about Jim, please visit ProPerformer.com or e-mail him at .