The art of asking great questions is about finding out what your clients are looking for, the words you choose when asking questions matters. Certain words can give and take energy, so let’s dive into how to structure questions when asking them.

By carefully choosing the words you use when asking questions, it can help people connect, give a different perspective, and allow for better ideas. Try to avoid asking close ended questions that only yield a ‘yes’ or ‘no’ answer and instead ask open ended questions that stimulate thought. Keep in mind that the person asking the questions is in charge of the conversation. 

How to Design the Perfect Question

Words give a certain energy to the conversation and create an opportunity to have a great conversation that helps your clients think differently, which can potentially help them get unstuck. You want to ask energy giving questions and not energy taking questions. Here are some of the words that can be used and the structure of each is as follows:

• Who (highest form, gives energy)
• What
• How
• Why (lowest form, takes energy)

Here’s an example: Instead of asking “Why won’t you make a decision?” try asking “How do you feel about your options?” or “Who are you considering when it comes to making a decision?”

Every scenario is going to create a different opportunity that will allow you to improve the quality of the questions, which will help you accomplish their goals faster. By asking questions, it helps keep your ego out of it so that you can provide solutions. The more you can create questions around the conversation and guide them through that logical mindset, you’ll be able to lead them back to the answers that you know they need.

If you’re looking for a way to set yourself apart in the industry, perfect the art of asking great questions. By doing so, you’re helping them self-discover why they hired you in the first place. If you’d like additional tips on how to leverage your real estate business, don’t hesitate to reach out!