1. Questions For Buyers
Building Rapport & I’d like to get to know your situation. May I ask you some questions?
Personal Why have you decided to move now?
Information What do you two do in your free time?
Tell me about your work
How did you two meet?
Urgency How soon would you like to be moved? Why?
Why is that an important time to move?
How would your plans be affected if you moved (earlier/later)?
If we found a home tonight, what would you do?
Reason Why did you decide to move now?
What will this move accomplish for you?
Why have you accepted the transfer?
Why is it you need a larger home at this time?
Experience How long have you lived in your present home?
How many homes have you owned?
How long have you been looking?
How many homes have you seen?
Have you seen anything you liked?
Yes: Why didn’t you buy the one you liked?
No: What are you looking for that you haven’t found?
Authority What issues need resolution before the purchase?
Would you like to buy first or sell first?
Who else will be involved in the decision to purchase?
Is anyone offering financial assistance?
Are you able to perform the closing without selling first?
What would be a more comfortable extreme: owning two homes or owning none?
Location Where would you like to live?
What are your school requirements?
Where do you work?
How far from work do you want to be?
What neighborhoods interest you? Why?
© Copyright 2006 David Knox Productions, Inc. Customer may print but not make copies or distribute.

2. Needs and Priorities What feature, or lack of, would immediately rule out a home?
What are the most important features in a home?
What furniture, hobbies or leisure activities would you like to accommodate?
Considering the homes in which you were raised, what were your most and least
favorite features?
Where do you visualize yourself spending the most time in your new home?
Help me visualize how you’d like your next home to look.
What items must be present in your next home?
Do you have any pets that we need to accommodate?
How do you feel about doing decorating or repairs on a home?
Describe the worst features in your present home.
Describe your favorite features in your present home.
List your requirements in order of importance.
If you had to eliminate something, what would it be?
Have you seen any homes that fit what you’ve described?
Motivaton Of all the things you’re trying to accomplish in this move, which is the most impor-
tant?
Describe the feelings your new home would give you.
What are the most important features to you?
What is your favorite room in a home? Why?
What is the one thing you absolutely wouldn’t give up?
Have you ever been in a home that had that feature? Describe its impact on you.
Who do you know that has that feature in their home?
What would you give up in order to ensure getting the most important feature?
Who will benefit most from that?
How will that make you feel?
How important is that feature to you?
What do you gain from that?
How would the lack of that feature make you feel?
What is it that you like about that?
Financial Qualifying What price range did you have in mind?
How did you decide on that amount?
I suggest getting pre-qualified by a lender, you would know your exact purchasing
power.
How much over that amount would you go if the home was really appealing?
What monthly payment are you comfortable with?
What is the maximum payment you would consider?
The home you describe would sell for about $###,###. How does that feel to you?
Will you be paying cash or financing a portion?
The lenders will require four items of financial information:
Cash, Income, Debt, and Credit.
Would you like to go through each of these now?
© Copyright 2006 David Knox Productions, Inc. Customer may print but not make copies or distribute.

3. Loyalty I would like to commit to helping you find a home. I ask only one thing in return, and
that is that you work exclusively with me. How do you feel about that arrangement?
How do you feel about working with one agent?
Preparing for How would you feel if we found you a home the first time out?
Purchase How many homes do you think you should see before you buy?
How do you feel about paying full market value for a home?
What areas of the purchase agreement would you like me to review?
The required earnest money amount is $#,###. Would you be able to transfer it into
your
checking account prior to our showings?
How long do you expect it to take to find a home?
Are there any issues that you need to resolve before you buy?
Will anyone else be involved in the purchase?
I would like you to work with me exclusively rather than seeing homes with other
agents.
Is that acceptable to you?
© Copyright 2006 David Knox Productions, Inc. Customer may print but not make copies or distribute.