Have you ever gone on a listing appointment and walked out disappointed because you didn’t know:

* They weren’t ready to sell for another six months.
* They just wanted to know what their house would sell for some time in the future.
* They want 25% more than the house is worth because they have new carpet.
* They owe 25% more on the house that it will sell for.

The questions below defuse a lot of these issues over the phone before you decide if you should go on the listing appointment. He keeps a script in front of him with the following questions:

* Mr. seller I really need to go over some questions with you so I can do the homework so when I’m out there I can answer your questions is that ok?
* I have your name, address, and home phone but I don’t have your work number may I have that just incase something comes up?
* Is it a 1 story or 2 story?
* Is the master bedroom up or down?
* How many bedrooms and bathrooms?
* Age?
* Lot size?
* What does the home back up to? (He wants to be sure it doesn’t back up to something that could hurt value)
* Tell me about your flooring? New Old Tile Wood etc
* How much living area?
* Where did you get that number?
* Do you have a pool, spa, security system, describe amenities?
* Why are you selling?
* Do you have a relocation package, what’s the name of the relocation company?
* How soon does it need to be sold?
* What do you feel your home is worth?
* What will it mean to you if the market wont bring that price?
* What is the loan balance, do you have more than one loan, how much?
* What are the 3 most important thing a Realtor can do for you?
* Are you interviewing other brokers, who, when?
* If you feel when were done, that I can (Repeat his/her answers) would you be ready to get started that day?
* When will you both be available?

This is like a mini listing presentation over the phone and you will be amazed at some of the answers you will get once you start asking these questions. You will also be surprised at all of the time you save not going on presentations with non-motivated sellers. Keep in mind sellers don’t mind wasting your time! Its the only time you have protect it!