BATTLECALL GUEST EXPERT: Walter Sanford, National Real Estate Trainer

The phone rings and the butterflies start...it's a POTENTIAL SELLER! Your mind immediately rushes to how you're to impress them, beat out the competition, obtain a signature on a saleable listing, and find interested buyers. But wait - the most important part of a listing presentation is happening right now and you're woefully unprepared! Remember that the agent who knows the most about the seller prior to the listing presentation wins the business! The purpose of this column is to prepare you for that incoming seller phone call so you can arm yourself with the information that will give you an edge during a listing presentation.

Upon identification of a potential seller phone call, pull out the following list of questions. It's important to have a list of questions because sometimes adrenaline affects your ability to wing it. Even top producing superstars need a "crutch" when under the pressure of a seller who is "thinkin' but not listin'." I used some type of questions for 30 years in one form or another and this "checklist" just kept evolving. I was not embarrassed to tell the seller to hold on a moment while I grabbed my checklist of questions. It shows your organization. People love to deal with an organized, consistent service giver and these questions will guarantee you of that fact.

Here are the questions that I would like you to ask a seller prior to your going out to see them.

Property:___________________________________________________________
Date:________________________ Operator: ______________________________
Seller's Name: ______________________________________________________
Mailing Address: ____________________________________________________
Phone: (H):________________________ (W): Pager:______________________
Fax: ______________________________
E-mail: ____________________________

1. How Did You Hear of Walter Sanford/who referred you?_________________________
________________________________________________________________________

2. Why do you want to sell? ________________________________________________

3. Who else are you interviewing?
Agent Office Appointment Date/Time
_______________________________________________________________
_______________________________________________________________
_______________________________________________________________

***Remember, Walter wants to be the last appointment the seller meets with. Make this happen and reschedule if necessary. You can say, "Meeting with all the other brokers first will guarantee a maximum of questions. Walter can better serve you if you have the maximum amount of questions available."

5. If Walter answers all of your questions to your satisfaction, will you list your property when you meet Walter?____________________

6. Would it be possible for all decision makers to be present and meet with Walter on ________(Date) ________(Time)? Is it possible to meet at Walter's office?________. If not, then where?________________________________

7. Who will be present?__________________________________________________

8. Do you own any other properties in the area?_____________________
If yes, where?______________________________________________

9. Where are you moving? __________________________________________

10. Do you know a real estate professional there?_____________________

11. When do you need to sell?____________________________________

12. What price do you want to list?________________________________

13. How much are your underlying loans?
1st $ ____________________
2nd $ ____________________
3rd $ ____________________

14. Do you need a 1031 Tax Deferred Exchange?____________________

15. What criteria are you going to use in hiring an agent? ___________________________
__________________________________________________________________________

16. We will be sending/delivering/offering on our website a little pre-meeting information packet. Can we ask you to review it prior to your meeting with Walter? _____________________

17. May we ask that you wait to make a decision on your agent until you meet with Walter?
___________

18. Can we arrange some FREE time for you to consult with a CPA? __________________

19. Tell me about your property?
Type Sq. Ft. Bed/Bath Income Length of Lease
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________

20. Any other amenities of property? ____________________________________________
__________________________________________________________________________

After the closing "nice-ities," you are set with enough information to impress them at your meeting. Don't forget that the information you gathered in a pre-listing confirmation listing package delivered to them via email, mail, or viewed on your website will add to the amount of information that you can use to impress your seller. Having sellers may be the most important aspect of real estate and obtaining a listing in the face of today's competition can be very challenging. Knowing the most about the seller before you show up for the meeting will enable you to be the best at changing their financial future.

Walter Sanford was one of the top real estate agents in North America for nearly thirty years, and now, he is one of the most requested speakers, trainers, and coaches. He has authored twelve systems and books on checklists, pro-active lead generation, affiliate lead generation, plus others mentioned in this article. You can hire Walter or buy his products by visiting his website for more details at waltersanford.com.