Purpose –                 Establish Long-Term Relationship

Meet their immediate buying needs

Pertinent Data

1. Who are they?
2. Where do they live?
3. How long have they lived there?
4. Why are they moving?
5. What do they like about their present home?
6. What don’t they like about their present home?
7. What do they like about their present neighborhood?
8. What don’t they like about their present neighborhood?
9. What is their time frame?
10. When do they want and need to move?
11. What is the purpose of their purchase?
12. Are there any Contingencies that must be met?
13. What is their motivation or Hot Button?
14. What area are they interested in?
15. Why do they want to buy?
16. Have they been looking already?
17. Have they seen anything they liked?
18. Why did they like what they saw?
19. What didn’t they like about what they saw?
20. Why do they want to work with you?
21. What do they like most about you?
22. What is you strategy for meeting their needs?
23. What obstacles have they encountered?
24. What obstacles do you expect to, or have you encountered with them?
25. What do you believe is the most important issue regarding their purchase?
26. Are they sold on the area?
27. Have you sold them on a specific product or neighborhood?
28. Who is the decision-maker?
29. What do they like about your company?
30. What do you know about their Family?
31. What do you know about their Occupation?
32. What do you know about their Recreation, or what they do outside of work?
33. What do you know about their finance?
34. How organized are they?
35. How good is their Strategy for purchasing a home?
36. Are you tracking your results?