Two Magic Questions That Turns 'No' Into New Listings (A Must-Know Strategy for REALTORS)
I want to share one of the best strategies I’ve heard from a top agent in years. This story comes from my friend Dan, who had a client searching for a specific type of property.
Dan started making calls and came across a duplex owner. While driving by the property, he saw the owner outside mowing the grass. He introduced himself:
"Hi, I’m Dan. I have a buyer interested in multifamily properties, and I was wondering if you’d consider selling these units."
Her response? "No, I think I’m going to hold onto them."
But here’s where Dan worked his magic.
Dan didn’t stop at the first “no.” Instead, he asked a follow-up question:
"Can I ask why you’re holding onto them?"
Her answer? "I think I’m getting a good rate of return."
Dan responded: "That’s great! And if you are, you should definitely keep them. But if I could find you something with a better rate of return, would you consider selling these?"
That opened the door to...
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