Suggested Moderator Questions
This list is intended as a guide. Moderator’s questions should always be appropriate for the situations presented.
CONTROL
1. Do you have an exclusive right to sell, option to purchase, title as full or part owner with decision making powers, or a current signed co-broker listing and clients written permission to disclose?
2. How much time have you spent counseling your client?
3. Have you presented this package before at a marketing meeting?
4. Has client turned down any offers?
5. Have you counseled with your client since the last presentation?
6. Any changes in the package or problem?
7.Any third party influence?
PEOPLE
1. Occupation? Age? Children? Ages? Hobbies?
2. Owns home? Approximate value? Income?
3. Other investments? Does client manage their own property?
4. Will client take on a problem?
5. Does client have a tax problem?
6. What can client add to this package?
PROPERTY
1. How did client acquire this property?
2. Condition? Amount of deferred maintenance?
3. Will client lease back? Will client manage the new property?
4. What in your opinion, is the market for this property’s value?
5. What are the benefits of owning this property? Does the owner have to be a user to enjoy these benefits?
6. How much cash can be generated by refinancing? Has this been verified with lenders? Can the existing loans be assumed?
7. Every offering has a weakness. Describe this one!
8. Can this property be de-financed?
9. How did you arrive at the owner’s value (OV). Comparables, appraisals, etc.?
10. Does client have a low basis?
