6 Questions Real Estate Agents Should Ask Their Clients When Buying A Property

In the business world, many people say that clients are always right. It’s as if salespeople just need to nod and agree with what clients demand, even though they believe a better alternative would be more beneficial. Thankfully, that stigma is slowly changing in today’s more acceptable market. 

Today’s generation values the importance of communication not only in their relationships but in business as well. Because of this, business markets aim to create a healthy relationship dynamic with their clients. Healthy communication dynamics matter, specifically when a client inquires about long-term assets such as real estate. 

Buying a real estate property is a massive purchase for any client–regardless of how much they’re earning or how often they’re buying. Usually, it is clients who have a list of questions to ask their real estate agents. But sometimes, real estate agents also need to know and gauge how they can serve their clients better. It is even critical for clients who still don’t know what they’re looking for and are unaware of what they need. 

If you’re a real estate agent with unsure yet determined clients scouting the market, you need to help them find what they need. You can start by asking questions that will help you both know what they want. To help you, here are six questions real estate agents should ask their clients when buying a property. 

 

1 – Is this your first time buying a property? 

First, you should ask one of the simple questions agents ask their clients. That question is: is this your first time buying a property? If you’re an experienced real estate agent, you can likely tell from first glance if it’s a client’s first time or not. But sometimes, it can be hard to gauge if a client has done their research and was able to talk to various agents before consulting you. 

So, to start healthy and transparent communication with your client, ask them if this is their first time buying a property. Once you cross this first question, it’s time to move on and get to know them better. 

 

2 – What type of property are you looking for–-and are there specific features you want? 

Usually, people look for real estate properties for personal or commercial use. Many people think that the only properties people look for are residential. However, many also work with real estate agents when buying commercial property. And so, ask your client at the beginning about the type of property they’re targeting.

Once you know the type of property they’re looking for, it will be easier for you to provide them with a filtered list that meets their needs. Aside from that, ask them if there are specific features they’re looking for in a property. The number of rooms, the height of the ceiling, and the garden space are more critical than most people think, especially for sure buyers. 

 

3 – Are you looking for an old or brand new property?

Most real estate buyers are specific with the property’s age and condition. Others prioritise buying an old property over a new one, too. And so, knowing whether your client is after an old or new property is a must. 

It would be a waste of time to show them properties that you think they’d like without falling under the category they preferably want. Clarify with your client if they’re looking into buying a brand new property or an old one to save time in your negotiation process.

 

4 – Do you have a budget range that I can work with to filter your options better?

If you’re a real estate agent who aims to help your clients find the best property for their needs, this fourth question would be helpful to you. Some clients love to beat around the bush because they’re still unsure about buying a property. On the other hand, others skip the flowery talk and immediately lay out the details they’re after about a property.

This question can be sensitive and offensive, especially if you ask it insensitively. Whether you’re dealing with a wealthy CEO or a humble billionaire, this question might offend anyone if your timing, tone, and way are inappropriate. And so, it would be best to avoid asking for an exact figure. Instead, ask your client if there’s a budget that they’d like you to work with so you can filter their options better. 

 

5 – Are there any locations you’re considering aside from the priority?

Sometimes, no matter how many details your client provides you, it’s challenging to find a property in their desired location. And so, to avoid setting your clients’ hopes too high, you must inform them about the possibility of not being able to find a current listing in their priority location. 

You must also discuss with your client the possibility of finding a listing in a location near their preference. However, if the market you’re working for finds listings in a short period, you can also ask them if they’re willing to wait for an opportunity in their location preference. If they insist on a property in their preferred area, ask them about their waiting period so you can prioritise them when a new property is listed. 

 

6 – Is there any assistance that I can provide regarding your payments and respective documents needed?

Lastly, ask your client if they have any concerns about their legal paperwork and payments that could get in the way of their purchase. But of course, this is only a question that you can ask once you identify that your client will surely push through with the property.

Even though many real estate agents assist and do the hard work for their clients, some companies don’t allow their agents to handle this matter. If you’re working for a company that authorises financial and legal documents’ assistance, take the opportunity to offer your clients a helping hand if they need it. It will help you and your client save time and money; while securing the deal better. 

 

Always gauge the situation and your client before asking questions to avoid miscommunications. 

Hopefully, these six questions will help you build a professional and healthy relationship with your client. As you ask more questions, remember to gauge the situation and your client’s intentions to avoid offending them. Doing so will help you avoid miscommunications and maintain a transparent and direct deal with your client. 

 

About the author: 

Bianca Banda is a writer for Bennett Property, one of the largest and most successful real estate agencies offering a full range of property services, including sales, leasing and development.