(This is Part 1 of a three-part series. Read Part 2, "Buyers, you’ll be wealthier if you quit renting," and Part 3, "‘It was never my intention to make you angry.’")

Are you talking too much and closing too little? A simple shift in your strategy can yield huge returns for years to come.

One of the fun ways to help rookie Realtors build their skills is to give them a series of objections and ask the group to come up with their best strategies for handling the situation. They normally come up with great responses, but they also end up making the classic mistakes that many agents make. Instead of taking control of the situation, they move into justification mode. For example, when a seller asks them to reduce their commission, they may explain that they receive only 25 to 30 percent of the entire commission because they have to split with their broker as well as the other agent. This strategy results in the agent having to play defense, rather than offense.

The key point to note is that when you find yourself explaining why you are right, you’re in defense mode. Avoid this by asking a question that makes your client feel in control while simultaneously setting up the closing process. There are hundreds of ways to do this. Here are some of the tried-and-true listing questions that work virtually every time.

1. What have you enjoyed about living in this property?

This is an excellent question to use at the beginning of your listing appointment. Instead of doing a "listing presentation," ask about the seller’s experience with their home. While they explain, take notes. This sends a nonverbal message that you care enough about what they say to write it down.

2. Will these features be important in your next home?

This sets up the closing process in two different ways. You can offer to search the Multiple Listing Service for properties that meet their criteria. By doing this, you increase the probability of getting the listing plus representing the sellers on their next purchase. If they are moving outside the area, you can offer to interview three referral agents in the city where they are moving. If your company does not provide relocation services in their area, go to RealTown.com or ActiveRain.com to see which agents are active in that area. Interview the agents as promised and get back to the sellers with your recommendations.

Need help with buyers? Don’t miss next week’s column.

Bernice Ross, national speaker and CEO of Realestatecoach.com, is the author of "Waging War on Real Estate’s Discounters" and "Who’s the Best Person to Sell My House?" Both are available online. She can be reached at bernice@realestatecoach.com or visit her blog at www.LuxuryClues.com.

***

What’s your opinion? Leave your comments below or send a letter to the editor. To contact the writer, click the byline at the top of the story.

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