The initial consumer meeting is more than just a quick “meet and greet”—it’s an important opportunity to lay the foundation for a potential client/REALTOR® relationship. Making the most of this meeting involves asking the right questions, which will help you fully understand not just what the consumer wants, but also why they want it, how they plan to get there, and if you are the right person to help them through the process. 

Here are 10 critical questions you should be asking, and why they are important.

Understanding the “why” behind a consumer's decision gives you insight into their timeline, urgency, and emotional drivers. Whether they’re relocating for work, downsizing as empty nesters, or navigating a major life transition, this question uncovers what matters most and that helps you better serve your clients.

This is critical because it helps you manage expectations as well as your own schedule. If the consumer's timeline is tight, you’ll know to prioritize showings or marketing quickly. If they’re just starting to explore and aren’t in a hurry to buy or sell, you can tailor your approach accordingly.

This question reveals the consumer's short- and long-term goals. Are they looking for a starter home they’ll outgrow in a few years, or are they planning to settle in for the long haul? Their answer impacts everything from location choices and home features to loan options and offer structure, so it’s important to understand their plans and goals to better advise them.

Whether they’re pre-approved, just starting to meet with lenders, or paying cash, this gives you a clear picture of readiness and budget. For sellers, you might ask if they’ve reviewed mortgage payoff amounts or spoken to their lender about any outstanding obligations

This question helps you dig deeper than a basic wishlist and it helps buyers prioritize. What are their must-haves? Maybe it’s a specific number of bedrooms, or proximity to work or school. What are the features they would like, but could live without? Maybe a fourth bedroom would be nice to have, but three will work if all other boxes are checked.

And don’t forget to ask about dealbreakers. Maybe they’re not remotely interested in a fixer-upper, or maybe they have young children and won’t consider anything near a busy street. Understanding what they don’t want is sometimes just as important as what they do want.

Sometimes the consumers who meet with you aren't the only ones involved in the decisions, so it’s essential that you know all the key players upfront. For buyers, this could be a parent, an adult child, or even a close friend whose opinion is heavily considered. For sellers, it could be a co-owner or a family member, or there could be an estate situation. Asking this question early helps you avoid surprises and plan communication more effectively. 

Speaking of communication, we know that it’s key in any relationship, so understanding the consumer's preferences is essential. It shows you're responsive to their needs and that you respect their time. Do they prefer to handle everything through email? Is text a better option, or would a direct phone call be the best way to reach them? 

This allows you to address fears before they become major frustrations. Whether they’re nervous about the market, concerned about going over budget, or overwhelmed by the logistics of a big move, this is your chance to really hear their concerns, which in turn, will help you better support them. 

This question isn’t about comparing yourself to past agents, but more about learning their expectations. For instance, if they had a great experience, what made it positive? Was it clear communication? Market knowledge? If they had a frustrating or disappointing experience, it’s a great opportunity—not to badmouth the previous agent—but to understand what went wrong and how you can make this current experience better. 

This may feel a bit strange, but asking this direct question can kick off a valuable conversation. You’ll learn what drew them to you—your marketing style, a referral from a friend, or your reputation—and get a chance to highlight your strengths in a way that aligns with what they’re looking for in an agent.

Remember, asking the right questions helps you be a better REALTOR®. It allows you the chance to tailor your approach, spot challenges ahead of time, and determine whether you are the right agent to fit this consumers particular needs. By taking the time to ask thoughtful, intentional questions you show your commitment to the relationship and the entire process and that helps set the tone for a smooth and successful transaction.