I wanna give you two questions you should ask every buyer to test whether they're actually ready and willing to move forward in the process.

Your time is your most valuable asset. You don't wanna be spending it with people that are not ready to pull the trigger. So one question you can ask is this:

“Hey, you know what? The way I work is very low key. I never wanna pressure anyone. But I do have a quick question for you: If we find you the right house, the one that really clicks all the boxes for you, is there anything holding you back from moving forward?”

Now, that's a great kind of pre-close question that you can ask in advance before you go out and start looking at homes.

And here's another one:

“One question I ask everybody I start working with before we start looking at homes is, what's your biggest hesitation? What's your biggest fear about this home buying process? I wanna make sure I...

Are you doing circle marketing around neighborhoods where you have an active, interested, and qualified buyer?

If your answer is no, then you're missing a massive opportunity to unlock listings — not just for your buyer, but for yourself and for your business.

So I'm going to give you the single best circle marketing letter I've ever received as an agent. Because I own several properties, I get a lot of marketing from agents. But this particular letter really struck me as being super powerful.

I'm going to give it to you right now. And then you should take this letter and run with it. When you have a buyer that's actively engaged and wants to live in a neighborhood, send a mailing using this letter to unlock some listing opportunities.

Here's what the letter said:

"Hello, James,

My name is... and I'm a broker with 123 Real Estate. The reason I'm sending this letter is that I have a buyer who has interest in buying a home...

During a recent training event one of my seasoned Brokers, Dan, said something that instantly resonated with everyone in the room...No one likes to sell but everyone loves to buy.

We were talking about how to motivate sellers to adjust their price, terms, condition, and or incentives to encourage buyers to view their listing and more importantly make offers. His insight was that sellers never become truly motivated until they zero in on what they want to purchase.

In my experience Dan is absolutely correct! As soon as a seller finds a property they want to acquire  - their attitude moves from reluctance to excitement.  On the other hand sellers who don't know where they are going are often difficult to negotiate with, why? Their reluctance stems from one thing - uncertainty.

When sellers don't know where they will live next it creates anxiety, fear, and doubt. In advising and counseling sellers then our first step might be to first treat all sellers as...