This article is a follow-up to our Partner Hub piece, “Top Real Estate Agents Ask These Key Questions to Uncover Their Clients’ Residential Needs.” Here, our Property Finder team provides a detailed sample script designed to guide you through client consultations, ensuring you build trust, gather essential information, and adapt your approach to meet the needs of a diverse, international clientele.
It’s critical that your questions don’t feel like an interrogation. How you ask is as important as what you ask. So, each question has a “Contextual Introduction” that provides an easy way to lead into the question, making it more conversational. Each “Question” and “Follow Up” question is followed by a “Purpose” for the asking. That is – what’s the information you’re looking for or what are you trying to accomplish. Knowing this makes it easier for you to adapt the questions to your personal style.
This sample script from Property Finder is only a starting point for real estate professionals looking to build rapport and extract vital information from potential clients. The questions are structured to cover financial parameters, lifestyle preferences, and deal breakers—all in a conversational, friendly tone. Remember, this is a guideline meant to be adapted based on you, your style and comfort, and most importantly, to your client’s unique circumstances. Feel free to adapt it to what works best for you.
Sample Script for Initial Residential Consultation
Agent Introduction
“Thank you for meeting with me today. My goal is to understand your property needs so that I can help you find a home that perfectly fits your lifestyle. I’d like to start by getting to know you a bit better, and then we can explore your real estate requirements in detail.”
1. Budget and Financing
Contextual Introduction:
“I want to ensure I show you properties that align with your financial comfort and expectations.”
- Question: “To help me curate the best options, could you share your comfortable budget range? What’s the minimum and maximum you’re considering for this investment?”
Purpose: This helps set realistic expectations and ensures you’re focusing on neighbourhoods and property types that match their financial goals.
- Follow-Up: “Have you thought about how you’re financing your new home? Are you considering cash or a mortgage?
- If Mortgage: “Have you already secured financing, or are you just beginning and would like some guidance on mortgage pre-approval?”
Purpose: These questions are designed to show that you’re supportive regardless of where they are in the process, offering help if needed.
- Mortgage Finder powered by Property Finder: For prospective clients who haven’t secured pre-approval yet, Mortgage Finder can be your best friend. It’s an integrated mortgage advisory platform that streamlines the pre-approval process by connecting clients with reputable lenders, ensuring they have a clear financial picture before viewing properties. This tool not only enhances client confidence but also helps real estate agents save time and close deals more efficiently.
- Additional Enquiry: “And if you currently own a home that you plan to sell before buying your next property, do you already have a listing agent, or might you need assistance with that as well?”
Purpose: This opens the door for cross-service support, demonstrating that you care about the full scope of their real estate journey.
2. Location and Property Type
Contextual Introduction:
“How familiar are you with the neighbourhoods in the city you’re looking to buy in? I want to make sure your perfect home is in the perfect community for you.”
Question: “Are there specific neighbourhoods or areas that you’re particularly drawn to? For example, are you looking for pet-friendly communities, vibrant areas for young professionals, waterfront properties, or locations near amenities like schools? Are you open to exploring newly established communities?”
Purpose: This question helps narrow your search to areas that best match the client’s lifestyle and investment aspirations.
Follow-Up: “Also, when it comes to the type of property, would you prefer an ‘off-plan’ development – that is, a new build still under construction with modern features? Or are you more inclined towards a secondary market property, where you can see and assess the finished home? Additionally, would you like the property to be ‘vacant on transfer’, meaning it will be unoccupied by the owner or tenants and ready for immediate occupation, or is that less of a priority for you?”
Purpose: These questions assist in identifying the client’s comfort level with different property types and conditions, ensuring that you present options that truly meet their requirements while clarifying any unfamiliar terms in a straightforward manner.
3. Family Dynamics and Lifestyle Preferences
Contextual Introduction:
“In Dubai, a home is more than just a property—it’s a space where your family’s lifestyle comes to life.”
- Question: “Can you tell me a bit about your family? I’d love to know not only how many bedrooms and bathrooms you might need, but also what kinds of activities you enjoy doing at home. For instance, do you like hosting gatherings or do you prefer a quiet space for family time?”
Purpose: This approach combines the practical details with lifestyle insights, helping you understand both the physical and emotional aspects of their home requirements.
- BONUS: Pro-tip: If your client already has a neighbourhood in mind, then build on that. Share a brief personal anecdote or a local insight relevant to what they’re looking for. For example, mention a hidden gem in the neighbourhood (like a restaurant they might enjoy) or a recent positive experience finding a home with a similar feature important to them. Sharing examples illustrates your intimate knowledge of the area.
- Follow-Up: “Are there particular features or amenities you feel are essential for your day-to-day life, such as proximity to good schools, parks, or perhaps a spacious kitchen for your culinary adventures?”
Purpose: It encourages clients to share what’s most important to them, reinforcing that their lifestyle and comfort are your priorities.
4. Property Features and Deal Breakers
Contextual Introduction:
“Finding the right property is as much about knowing what you need as it is about understanding what you’d rather avoid.”
- Question: “What are the top features you’re looking for in your new home? Whether it’s the number of bedrooms, an open-concept living area, or a modern kitchen, I want to ensure every recommendation fits your vision.”
Purpose: This opens up the conversation about must-haves in a positive and enthusiastic manner.
- Follow-Up: “Conversely, are there any features or aspects you’d prefer to avoid? For example, if you have young children, would you rather avoid a pool or properties near busy roads?”
Purpose: This question is gentle and helps you narrow down the search by understanding potential deal breakers without sounding confrontational.
5. Timeline and Motivation
Contextual Introduction:
“Understanding your timing helps me better align my services with your plans.”
- Question: “What has prompted your decision to move at this time? Is there a particular reason or timeline that’s driving your search?”
Purpose: This helps gauge urgency and identify any external factors that may influence the buying process.
- Follow-Up: “Do you have any specific deadlines or key dates—perhaps a planned move or the sale of your current property—that I should be aware of?”
Purpose: Knowing their timeline allows you to prioritize their needs and schedule property viewings accordingly.
6. Wrapping Up the Conversation
Contextual Introduction:
“Before we conclude our conversation, I want to make sure I haven’t missed anything important.”
- Question: “Is there anything else about your ideal property or any concerns you have that we haven’t discussed yet?”
Purpose: This gives the client a final opportunity to share additional thoughts or preferences, ensuring a comprehensive understanding. - Closing Statement: “Based on what we’ve talked about, I’ll compile a selection of properties that match your criteria and follow up with you shortly. How does that sound?”
Purpose: This final step reassures the client of your commitment and outlines the next steps in a collaborative tone.
End of Script
Active Listening Reminder
Remember, practicing active listening is key. After your client responds, take a moment to paraphrase what they’ve shared to confirm your understanding and show that you truly value their input. This approach not only reinforces their trust in your ability to serve them but also ensures that no important detail is overlooked.
Practice Makes Perfect: Roleplaying Your Way to Confidence
Even the most well-crafted script can feel awkward if you’re not used to delivering it. That’s where roleplaying comes in. Think of it as a rehearsal for the real deal—a chance to refine your tone, timing, and ability to adapt to different client personalities.
Tips to Roleplay Effectively
- Start with Your Team
- Pair up with a colleague and take turns playing the agent and client.
- Use real-life scenarios: a first-time buyer, a relocating family, or an investor with specific ROI goals.
- Focus on active listening and paraphrasing to ensure you’re capturing the client’s needs accurately.
- Involve Friends and Family
- Ask a friend or family member to play the client. They don’t need real estate knowledge—just a willingness to help.
- Encourage them to throw curveballs: “What if I’m not sure about my budget?” or “I don’t know what neighbourhood I want.”
- This helps you practice staying calm and steering the conversation back on track.
- Record and Review
- Record your roleplay sessions (with permission, of course) and review them later.
- Look for moments where you could have been clearer, more empathetic, or more concise.
- Pay attention to body language and tone—are you coming across as confident and approachable?
- Incorporate Feedback
- After each session, ask your roleplay partner for honest feedback.
- Did they feel heard? Were your questions clear? Did you miss any opportunities to dig deeper?
Roleplaying isn’t just about memorizing a script—it’s about building muscle memory for real conversations. The more you practice, the more natural and confident you’ll sound, even when clients surprise you with unexpected answers.
Cultural Sensitivity in the UAE Real Estate Market
While the script above provides a general framework, it’s important to note that the UAE is a culturally diverse environment. Clients may come from a variety of backgrounds, and understanding cultural nuances is important. After all, we want to respect our clients’ cultural differences, experiences, and preferences. In general, there are a few easy tips to always keep in mind.
Be Respectful and Tactful
When discussing personal or financial matters, always maintain a respectful tone. Avoid overly intrusive questions. For example, if a client seems hesitant when discussing finances, consider softening your approach with phrases like, “If you’re comfortable sharing, what price range are you considering?”
Adapt to Different Communication Styles
Clients from different cultural backgrounds may have varying expectations regarding communication styles or with the pace of decision-making. Adjust your language based on the client’s comfort level.
Invite Conversation
Most people are happy to help you improve, and are excited to share about their culture. You can set your clients at ease by simply saying something like “I want to ensure I’m always being respectful and helpful. If I ever say or do something, especially something that doesn’t align with your expectations, please let me know. I want to make sure you’re comfortable, and I’m doing the best job I can for you.”
A simple statement like that communicates to your client that you’re open to feedback and that they can feel safe with you. It invites them to be open and honest in return.
Conclusion: Building Trust, One Conversation at a Time
Dubai’s real estate market is fast paced, which sometimes makes it feel hard to slow down and ask questions. But the difference between a good agent and a great one often comes down to how you start the conversation. The script we’ve provided isn’t just a list of questions—it’s a roadmap for building trust, uncovering needs, and positioning yourself as a trusted advisor. Whether you implement this specific script or create your own, being thoughtful about what questions you ask will help you improve your sales.
But here’s the real secret: it’s not about the script. It’s really about your intentions. When you ask thoughtful questions, listen actively, and adapt to your client’s unique circumstances, you’re not just selling a property – you’re building a relationship. And your client can tell the difference.
Clients come from every corner of the globe to Dubai. In a place that’s so diverse and changing, the relationships you build are your most valuable asset. Whether you’re guiding a first-time buyer through the process or helping an investor expand their portfolio, your ability to connect on a human level will set you apart.
So, take this script, make it your own, and practice until it feels natural. Because when you combine preparation with genuine care, you’re doing more than just closing another deal. You’re creating clients for life. Want to learn how to maintain a lasting connection with your clients? Learn more from our article, “The Follow-Up Formula: How to Stay Top of Mind With Your Clients.”
