# Vendor Motivation & Competitor Destroyer Questions

Sources: Tom Panos (Real Estate Gym)

## Question-Based Listing Presentation

Use during the guided tour of the property:

- "Have you ever sold a property before?"
- "How did it go?"
- "What did you like about the process?"
- "What didn't you like about the process?"
- "When selecting an agent, what are the top 3 things you're looking for when making that decision?"
- "Are you going to make a decision on an agent based on the things the agent *can't* control (e.g. the price) or the things the agent *can* control — such as the marketing, strategy, negotiation ability?"

> **Remember:** Rookies make statements. Top agents ask questions.

## Hope-to-Get vs Expected Price

Use to reveal how much the vendor is really prepared to accept and how motivated they are.

Script:
> "I have a buyer that's ready to go, they can sign a contract in the next 24 hours. Their limit is £[market value]. Am I wasting my time bringing them around?"

Three possible responses:
1. **"Yes, you're wasting your time"** — may have an unmotivated vendor
2. **"Will the buyer come up a little?"** — positive, vendor is negotiable
3. **"Yes, bring them around"** — motivated vendor, don't take note of their asking price

## 15 Competitor Destroyer Questions

Give these to the vendor to ask the other agents. This highlights your strengths and exposes competitor weaknesses:

> "Mr & Mrs Vendor, even if I don't end up working for you, my wish is that you select the best agent. To help you interview the other agents, here are some questions:"

1. Can you provide a local market report and discuss market trends, predictions, and insights?
2. Which properties have you sold in the area? How have they performed?
3. What is your list-to-sell ratio?
4. What are your average days on market?
5. Do you have strong buyers for a property like mine?
6. Do you have a checklist to prepare my home for sale?
7. Can you prove that you've sold similar homes for more than your competitors?
8. Can I have a list of the last 10 sellers with their contact details, for reference purposes?
9. Can you show me a copy of the vendor report I should expect to receive each week?
10. Will you be doing all the viewings yourself and speaking to all the buyers personally?
11. What will your response be when a buyer says my house is not worth [amount]?
12. Do you have buyers' agents in your office, or can you help me find a property in [area]?
13. What do you think is the actual clearance rate in our market?
14. Why should I sell now instead of renting out my property / waiting for the market to improve?
15. All the agents in the area know what they charge. If you're as competent as you say, why wouldn't you charge the same?

**Critical:** Make sure you have answers to all 15 covered in your own presentation before giving them to the vendor.