ASKING THE RIGHT QUESTIONS IN CLIENT INTERVIEWS

Have you ever interviewed a client, all was well, you started their transaction, and then later on you get the “I didn’t know you needed to know that” or “by the way…”?

When you get these responses, it doesn’t mean that you did anything wrong. In fact, you may have executed your initial interview flawlessly and your transaction is going smoothly. But, when you get a message like this, you have to stop and think, why didn’t I already know this?

It is all about asking the right questions the first time you meet with a client.

Quick disclaimer – this article is aimed at real estate and lending professionals but applies to other sales-based businesses. Be aware that we will be talking in terms of real estate transactions throughout the article! 😊

Anyway, asking the right questions in your initial interview can make all the difference in your deals. You probably have your standard set of questions, but I urge you to get to know your prospective clients so you can drill down on what is important to them and also dig up any information that is pertinent to their success with you.

From a lending standpoint, some of the typical items that are not usually discussed up front but are discovered later are IRS tax debts, divorce and child support obligations, ownership in additional properties, citizenship, and self-employment status. When these pop up in the middle of a transaction, it can kill the deal. But if these are addressed in the beginning, then they can be dealt with before a transaction has already been started.

Asking the right questions will set you, your clients, and your affiliates up for success! Whether you are a salesperson, consultant, or freelancer, initial interviews with clients can make or break the deal. When you ask adequate questions to gather the information you need, you not only make your job easier, but you also show that you are an experienced professional and know what information to address that could have an impact on your client’s ability to engage with or pay for your service and expertise.

In this article, I will discuss 5 reasons why asking the right questions is important in your business.

1. Understanding Client Needs

Asking effective questions enables you to understand your clients' needs and goals, and helps you identify pain points that they may not have realized they had. They are about to embark on the largest investment of their lives, and they are trusting you to help them through the process. By asking the right questions, instead of making assumptions about what they want or need, you can gather essential information that will set you both up for success. This allows you to provide targeted and personalized solutions that are tailored to your clients’ specific needs.

2. Building Trust

When you ask effective questions, you demonstrate that you are genuinely interested in your clients’ needs and their success. This builds trust and bolsters your credibility with them, which can help you establish a long-term relationship that could lead to repeat and referral business.

3. Identifying Budget Constraints

Asking effective questions about your clients’ budget enables you to provide solutions that align with their financial resources and comfort levels. You can propose solutions that fit within their budget and avoid wasting their time (and yours) with proposals that are too expensive. This also helps you negotiate more effectively, as you'll have a better understanding of what they can afford and how they can maximize their budget and assets for the best outcome.

4. Prioritizing Features

Effective questioning allows you to understand which features or aspects of the transaction are most important to your clients. When discussing homes, what are the things that matter most to them? For their loan, are they payment sensitive, are assets an issue, do they need the lowest down payment possible? Asking specific questions about what matters most to them enables you to prioritize your proposals so you can deliver solutions that align with their needs and make the best use of everyone’s time.

5. Providing Value

Ultimately, asking effective and adequate questions enables you to provide the most value to your clients. By understanding their needs and concerns, you can deliver solutions that address their pain points and help them achieve their goals. In turn, this positions you as a trusted advisor and a valuable partner, increasing the likelihood of repeat business and referrals.

Remember, asking the right questions is a critical skill in any sales-based profession. It enables you to focus on your clients’ needs, build trust and credibility, and identify potential issues. By mastering the art of effective questioning, you can differentiate yourself from your competition and position yourself as a valuable partner for your clients.

To learn more and book a free 20-minute call to discuss ways to improve your communication strategy, interview technique, and client follow-up, connect with me HERE!

Thanks for stopping by!

Ciao for now!