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Decision Makers

Buyer Intake - 12 Surgical Questions

Mission check: “What change are you trying to create in your life with this move?” (Defines the real why—filters every decision.)

Target frame: “If I said the bullseye is X–Y months and $A–$B, how close is that to your reality?” (Aligns timeline + budget before we waste time.)

Neighborhood short-list: “Top three areas you’d write on tonight—why those?” (Reveals priority drivers + search boundaries.)

Non-negotiables vs trade-offs: “3 must-haves and 3 ‘nice but negotiable’ items?” (Creates your decision framework under pressure.)

Deal speed: “When the right home hits, are you ready to write in 24–48 hours?” (Determines how aggressive our strategy must be.)

Capital stack: Cash or finance? If finance: pre-approval, lender, rate-cap you’re watching. (Strength + credibility of your offer.)

Liquidity + docs: Funds seasoned and proof ready? Anyone else contributing? (Prevents delays and surprise funding friction.)

Decision table: Who signs, who influences, and your true walk-away? (Avoids last-minute vetoes and scope creep.)

Risk map: Red flags—condition, schools, commute, future projects? (Protects you from expensive regret.)

Market read: Which recent sale felt “that should’ve been ours”—what stopped you? (Diagnoses what’s really blocking the win.)

Lifestyle fit: Weeknight + weekend routines the home/location must enable. (Turns “nice” into measurable fit.)

Comms cadence: Text/email/call; daytime or after 6; how often do you want intel? (Sets expectations and speeds decisions.)

Seller Intake - 12 Surgical Questions

Open the story: “Can you tell me about the property in your own words?” (What they lead with = the true value story.)

Why now: “What’s driving the decision to sell at this moment?” (Reveals urgency, leverage, and constraints.)

Define the win: “When this closes, what outcome makes you feel like we nailed it?” (Clarifies success metrics beyond price.)

Timing reality: Earliest go-live + must-close-by date (and any ideal launch window). (Anchors the strategy and pricing tempo.)

Walkthrough: “Walk me through it—room by room / zone by zone.” (Maps flow, friction, and marketing angles.)

Updates + permits: “What’s been renovated, updated, or restored—and when?” (permits, contractors, warranties). (Supports value, reduces disclosure risk.)

Hero features: “What are the standouts—views, design details, outdoor, tech, privacy?” (Defines the hooks that sell the home fast.)

Neighborhood leverage: “What about this location adds value that outsiders might miss?” (Unlocks micro-storytelling buyers can’t Google.)

Condition + access map: Known repairs/latent issues + vacant/occupied, pets/tenants, showing windows. (Prevents surprises and protects showing momentum.)

Pricing stance: “Where do you see pricing and why?” (floor/target/reach + the comp that feels closest). (Aligns expectations and anticipates objections.)

Prep + terms: Paint/lighting/landscape/staging tolerance + preferred offer terms (as-is, rent-back, short close). (Defines ROI moves and deal preference.)

Brand + boundaries + decision table: Existing media/docs? Brands you admire? Open to premium positioning (naming/storytelling)? Anything to avoid + who decides/how we run counters. (Sets the creative ceiling, protects privacy, and speeds decisions.)

Rapid Set (60 Seconds)

Buyer: budget band, target areas, 3 must-haves, financing ready Y/N, decision-makers, timeline.
Seller: target/floor price, go-live date, condition issues, access, decision-makers.

Red-Flag Pings

Buyer: no proof of funds, no lender, fuzzy authority, unrealistic rate-cap, commitment fear.
Seller: unreachable date, refusal to prep/disclose, price floor far above signals, restrictive access.