25d • General discussion
Calibrated Questions
- When Seller Pushes Back on Price
• “How am I supposed to make that work if the house needs this much repair?”
• “What makes that number feel right to you?”
• “How did you come up with that figure?”
2. When Seller Hesitates or Goes Quiet
• “What’s the biggest challenge with moving forward at this price?”
• “What would have to happen for you to feel comfortable with this?”
• “How far off am I?”
3. When You Sense They’re About to Walk
• “What would I need to do to make sure this works for you?”
• “What’s the real concern here?”
• “If this number doesn’t work, what’s the next best step for you?”
4. When You Want to Test Their Bottom Line
• “How flexible can you be if we take care of everything for you?”
• “What’s the least you’d feel comfortable walking away with?”
• “If someone else came in and offered the same service, what would they need to pay you for you to say yes today?”
5. When You Need to Reframe the Conversation
• “How important is speed and certainty versus squeezing out every last dollar?”
• “What happens if this doesn’t get sold in the next 30 days?”
• “How would it feel if this were completely taken off your plate today?”
Reminder:
These questions aren’t about getting an immediate answer.
They’re about creating a pause, making the seller do the work, and often revealing flexibility they wouldn’t have shown if you kept pushing numbers.
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Calibrated Questions
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