The agent who asks the best questions wins the listing, not the one with the best pitch. Ask these and let the seller talk their way to their own conclusion. When they say it, they own it.
Before the Appointment (on the phone)
What has you thinking about selling now?Motivation is everything. Dig one layer deeper than the first answer.
Where are you hoping to go next, and by when?Timeline. Real or flexible?
Have you interviewed any other agents?Know the field.
What number were you hoping to net when it's all said and done?Price expectation, framed as net.
If we could get you that and make it smooth, what would that mean for you?Ties the sale to their real motivation.
At the Appointment
Walk me through the home, what have you loved about living here?Rapport, and you learn the story you'll sell.
What have you done to it, and what would you have done differently?Value and condition, in their words.
On a scale of 1 to 10, how ready are you to sell?Surfaces hesitation you can address now.
What matters most: the price, the timing, or the ease?Their priority tells you how to lead.
If the market told us the right price was X, how would you feel about that?Pre-frames pricing on data, not opinion.
What would have to happen today for you to feel comfortable moving forward?The close, in question form.
Stop pitching. Go one layer deeper on every answer. The seller who reaches the conclusion out loud is the seller who signs.