Real Estate May 17, 2024

Top 7 Questions Buyers Ask and How to Answer – Free Realtor Training!

Top Seven Questions Buyers Ask and How to Nail Your Answers:

Insights from Mike Ferrante and Tony Geraci


In today’s real estate market, it’s crucial for agents to demonstrate their value to clients. With buyer agency commissions under scrutiny, agents need to be prepared to answer tough questions from potential buyers. Here, Mike Ferrante from the 21 Mike Team at Century 21 HomeStar and Tony Geraci, Broker/Owner of Century 21 HomeStar, share their insights on the top seven questions buyers ask and how to respond effectively.

Question 1: What is your experience with buyers in the areas I’m looking?

Mike Ferrante: “If you have extensive experience in the area, this question is straightforward. However, if you’re new to the area or a new agent, lean into your other strengths. Highlight your negotiation skills, your ability to analyze market data, and your commitment to finding the best properties. Demonstrate your knowledge of the market by discussing recent sales, market trends, and your approach to real estate.”

Tony Geraci: “Even if you haven’t sold many homes in a specific area, you can Dazzle them with data. Know the recent sales, the community, and details about the neighborhood. Buyers want to feel confident that you have the expertise to help them make informed decisions.”

Question 2: How do you communicate with your clients, and how often can I expect updates?

Mike Ferrante: “Communication is key. Explain your system for regular updates, whether it’s weekly check-ins, emails, or text messages. If clients are contacting you for updates, you’ve waited too long. Proactive communication builds trust.”

Tony Geraci: “Set clear expectations. Let clients know they will hear from you regularly and provide them with a plan for how you will keep them informed. This can be as simple as scheduled calls and texts.”

Question 3: What is your approach to finding the right property for me?

Mike Ferrante: “Finding the right property goes beyond setting up an MLS search. Dig deeper into their needs and wants. Ask detailed questions to understand their preferences fully. Additionally, show your commitment by looking for off-market properties and using your network to find the best options.”

Tony Geraci: “Highlight your ability to find properties that meet most of their criteria, even if it’s not 100%. Be proactive in suggesting homes that may not fit all their requirements but could be a great match.”

Question 4: Can you explain the buying process from start to finish?

Mike Ferrante: “Being able to explain the buying process is fundamental. Create a handout that outlines each step from start to finish. This not only helps educate your clients but also shows your professionalism.”

Tony Geraci: “Use resources available from your brokerage or title company. Many have pre-made materials that can be co-branded with your information. Ensure you provide clear and concise explanations.”

Question 5: How do you handle negotiations and multiple offer situations?

Mike Ferrante: “Your negotiation skills are a critical part of your value proposition. Explain your strategies for handling multiple offers and how you work to get the best deal for your clients. Share examples of past successes.”

Tony Geraci: “Have a detailed plan for negotiations. Explain how you communicate with listing agents, understand sellers’ hot points, and ensure your offers stand out. This can differentiate you from other agents.”

Question 6: What are your fees or commissions, and who is responsible for paying them?

Mike Ferrante: “Transparency is crucial. Clearly explain your fees and who is responsible for paying them. This conversation should be straightforward if you have a strong value proposition. Be confident and honest.”

Tony Geraci: “Use tools like the Century 21 21 Point Buyer Pledge to outline all the services you provide. This helps justify your fees and demonstrates your commitment to clients.”

Question 7: What sets you apart from other real estate agents?

Mike Ferrante: “This is your chance to shine. Highlight what makes you unique, whether it’s your specialized knowledge, personal experiences, or specific skills. Maybe you’re a veteran, specialize in certain types of properties, or have a background in a related field. Tailor your answer to each client to connect with their specific needs.”

Tony Geraci: “Understand your strengths and how they benefit your clients. Some clients may value availability, while others might prioritize experience or specific market knowledge. Make sure to articulate how your unique qualities will help them achieve their goals.”


Answering these seven questions effectively can significantly enhance your credibility and value as a real estate agent. Practice your responses, tailor your value proposition to each client, and ensure you are prepared to communicate clearly and confidently. The 21 Mike Team at Century 21 HomeStar, led by Mike Ferrante and Tony Geraci, exemplifies the importance of preparation, knowledge, and dedication in serving clients’ real estate needs in the Greater Cleveland area. If you’re looking to buy or sell, contact us for top-notch service and expertise.

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