Real Estate Business: Probing

Open Probe & Close Probe Open Probe: Asking questions that allows the prospect to answer in anyway he likes Close Probe: Asking questions answerable only by YES or NO. Whether you are sending an email of reply or talking to the person directly on line or in person, it is advisable to use close probe or open probe as it is your way of getting to know more about the buyer. It is ideal to start answering his series of questions first and once he is satisfied with your answers, usually he will be willing to reveal information about his needs and other pertinent information through skillful probing of a property consultant.

Open probe: How much is your budget?(be careful in using this) Close probe: Is one million within your budget?   Close Probe: Are you presently renting a house? Would you like to own one? Do you require single detached or a townhouse would do?   Open probe: What amenities do you desire in a subdivision? Close probe: Is swimming pool a must for you?   Open Probe: When do you plan to occupy? Close Probe: is it alright with you to wait for 6 months to build the unit?       OTHER CLOSE PROBES: 1. Do you require ready for occupancy (RFO)?, or your prefer brand new to be constructed for you? 2. Do you require that your spouse see this unit first before making the decision? 3. If you like the unit, would you make the decision to purchase on line? or would you require to see it personally? 4. Do you have somebody here, a relative or friend whom you can authorize to see the unit in your behalf?

Open Probe: Do you have a particular location in mind? Close Probe: Is Mactan acceptable to you?   Open probe: What size of lot area do you wish to have? Close Probe: Is a 200 sq.m. lot area ideal for you?   Open probe: How would you like to be your terms of payment? Close Probe: Which do you prefer 5 years or 10 years to pay?   Open probe: What type of house do you prefer? Close probe: Do you prefer the bungalow type or 2storey?   Open probe: In what manner do you want to pay? Close probe: Do you intend to pay in cash and enjoy a big discount or long term payment for easy monthly amortization.     OTHER OPEN PROBES: 1. How many rooms do you need? 2. Who else makes the decision aside from yourself? 3. May I know what price range are you looking at? 4. Who are going to live in the house and how many are they?