Database Management

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A Quote from Mr. Bill Gates

How you gather, manage, and use information to serve your clients will determine whether you win or lose in

your business.

Be There to Fulfill Their Needs

Breaking Down Bill Gates’ Quote

• Gathering information• Reporting the information• Addressing customer

relevancy

Gathering Information About Buyers

• What is important to you about this purchase?

• How important is the school system in your mind?

• How long do you anticipate living at this particular location?

• How can my team and I make this experience a “10” for you?

• How old are your children?

Gathering Information About Buyers

• Describe your previous experience of buying a home.

• What questions do you have about the community in which you are thinking of purchasing your new home?

• Does your spouse have different views than you do on the size of home and location?

• What is most important to you when selecting a real estate agent?

• Do you have a CPA that will be giving you tax advice?

Gathering Information About Sellers

• Do you have an opinion of the value of your home?

• How did you arrive at this opinion?

• Share with me your experience in working with a real estate agent in the past.

• How can my team and I make this experience a “10” for you?

• What is more important: getting top dollar for your house, or selling it quickly? If it’s selling quickly, define “quickly” for me.

• Are you comfortable with me sharing ideas on how to improve the way the property shows to prospective buyers?

Gathering Information About Sellers

• Does your spouse have a different view on any of these answers?

• Share with me the features of your house that you like best, and that you think will have the greatest impact on its value. In this way, we can feature those aspects of your home to prospective buyers.

• Are there times and days that you do not want the house to be shown, to ensure your privacy?

• Do you have a CPA that you’ve talked with about the potential tax ramifications of selling your home?

Gathering Information About Clients

• How old do you want to be when you retire?• Where does Real Estate fit into your long-term

plan for overall investing?• What are your hobbies?• How old are your children? Do you plan to have

any more?• Do you expect to have any significant changes in

your employment structure in the next 3-5 years?

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Database Management