The Importance of Questions

As a listing agent, I have lots of interesting conversations with Buyer's agents.

Usually, when I receive an offer, all I get is an email.  Sometimes it has an "important" flag, and sometimes it doesn't.  It is rare that I also receive a phone call to let me know that an offer has been sent, on the off chance that it was sent to the wrong email address.

When I get the offer, the first thing I do is call the other agent and ask them lots of questions about their client, the activity they have had, and about the lender.  For some reason, this seems to annoy many agents!

Why would a Buyer's agent be annoyed at getting questions about their client and their history?

I ask questions like:

1)  How long have you been working together
2)  Have you made any offers
3)  Have you ever worked with this lender
4)  Where have you been looking
5)  Why did you choose this house

And depending on the circumstances, I ask other more penetrating questions.  For example, if the Buyer wants huge concessions, I will ask the other agent if their client has any cash, or if the transaction hinges on the Seller providing closing costs.

To me, all these sound reasonable.  I can take the information back to my Seller, and give them a complete picture of the Buyer, and give them a feel for what course the transaction will take.  I can give the Seller a reasonable expectation of the success of a transaction.  I can say "If you accept this offer, your house is going to be tied up in escrow for a month, and you have a 50% chance that it will close", or 75% or 95% or whatever.  However if I didn't ask the questions, I wouldn't be able to say that.

Don't you want your Seller or Buyer to be able to have confidence in their decisions?  That's what the questions are for.  That's why people like my services so much - I actually find information that helps them!


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