Steve Rupp highlights the importance of asking thoughtful questions to uncover client concerns and expectations. By asking questions like "What do we need to change for you to feel comfortable moving forward?" or "What is the most important factor for you in this decision?" realtors empower clients to express their needs. This approach allows clients to share their criteria for selecting the best agent and reveals potential objections. By tailoring these questions to each situation, realtors can provide personalized support, ensuring that each client feels understood and confident in the process.
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