Phil Herman’s Listing Presentation Qualifying Questions

Thanks for making the effort to find this page, as referenced in my book, The Phil Herman Method. These are some of the questions Bob Bohlen and myself have come up with to help us qualify a listing prospect. We hope these help you in your quest to fine tune and perfect YOUR method. I have laid these out in a formal legal sized document, with room for the prospect’s name and contact info, some internal office notes, etc. There are fields to denote property specifications, etc. These questions are inserted in the form to help me qualify this prospective client, and to use to prepare a CMA (Comparative Market Analysis). You’ll need set up your form, but I wanted you to see the tone and scope of the questions.

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Here are the questions, as promised:

On a scale of 1-10, what is your motivation to sell?

Are you staying local or moving out of the area?

When would you like to see your home sell? Would you like to sell it in the next 2-3 months, or does it matter if it takes 6-12 months?

If [insert your name here] sells your home in the next 30 days, would that pose a problem for you? Yes? No?

Do you need to purchase to purchase a home?

Are you pre-qualified or do you have a pre-approval from a lender?

How long have you lived at this property?

Purchase Price?    Square Footage?

What do you owe on the property?  1st Mortgage?  2nd Mortgage?

Describe your home: [insert property specs fields here, bedrooms, baths, age, features, updates, etc.]

How  would you rate your home on a scale of 1-10?

What would make it a 10?

Is there anything positive or negative that could affect the price of your home sale?

Is your home currently listed? Yes? No? When does it expire?

How much do you want to list your home for, realistically?

What would happen if you did not get that price or your home did not sell?

What price won’t you go below?

Do you have other properties to sell?

What caused you to call [insert your name here] (lead source, be specific)

If what [insert your name here] makes sense…and you fell comfortable and confident that he can sell your home, are you planning to list your home with [insert your name here] when you meet with him? Yes? No?

(if no, why not?)



Do you plan to interview more than one agent for the job of selling your home?

What criteria are you going to use to select the agent?


Have you ever thought of selling your home yourself? Yes? No?

Will all decision makers be there at the appointment?

Do you have any questions before meeting with [insert your name here]?

I’ll be sending over a pre-marketing packet, will you take a few moments and review it before the appointment?