What Questions Should I Ask Every Listing Agent When I Call For A Buyer?

A buyer’s agent who calls the listing agent and asks good questions can craft offers that address the seller’s priorities and win in competitive markets. Your ability to ask good questions and build rapport can be the difference between a declined and an accepted offer.

Etiquette and Rapport

• Call early to introduce yourself. Act with professionalism and courtesy.

• Don’t waste the listing agent’s time! Read the information in the MLS and Disclosures before calling. Avoid asking questions that require them to repeat information that’s already available.

• Listen and gain knowledge on how you can tailor your offer. Some of the best negotiating information often comes from early calls, when the listing agent is primarily focused on getting the property sold and may divulge details that can help you structure your offer later.

• Respect confidentiality. Share your Buyer’s strengths and motivations, if appropriate, but be careful not to overshare information like price maximums.

Questions to Ask

Before Writing an Offer

• What terms do the seller value most (price, closing date, escrow length, deposit, contingencies, rent-back or leaseback)?
• What is the seller’s timeline and reason for selling?
• Does the seller need extra time after closing? Will the seller need replacement housing?
• Are there other offers or expected offers? Are there other showings?
• How did the seller arrive at their list price? Are they willing to consider concessions or credits?

Property Condition and Disclosures

• Are there any known defects or issues not obvious from the listing or disclosures (age of roof, windows, HVAC, repairs, utility costs, solar)?
• Which appliances, fixtures or personal property are included or excluded from the sale?
• Are there any HOA fees, special assessments or community rules?

Market Activity and Competition

• What has the level of interest been for the property (showings, offers)? How many days has it been on the market?

• Are there any previous offers that fell through? Why?

Buyer Qualifications and Logistics

• What financing types and contingency periods will the seller accept?
• What is the seller’s preferred amount and terms for the earnest money deposit?
• What documents (pre-approval, proof of funds, disclosures) does the seller want with the offer?

Special Circumstances

• Does the seller need a rent-back or temporary occupancy after closing? If so, what would the terms be?
• Should the contract include a contingency for the seller finding replacement housing?