Mastering Question-Based Selling: Unlocking More Real Estate Sales Through Strategic Conversations

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In real estate, the right questions can be more powerful than the perfect pitch. This webinar will teach you how to implement Question-Based Selling (QBS)—a proven strategy that helps you uncover client needs, build trust, and guide prospects toward confident decisions. Learn how to shift from “selling” to “solving,” increasing your conversion rates and client satisfaction.

This webinar recording is designed for real estate professionals looking to refine their communication skills, improve client relationships, and ultimately close more deals with confidence and ease.

Meet Frank

Frank Serio, CRS is a CRS Certified Instructor and was the 2011 National CRS President. He and his wife Audrey have been top agents and owned their own brokerage for over 39 years. Frank currently serves on the Board of Directors for BrightMLS and has been closely following the litigations for the past couple of years. Audrey & Frank actively sell in the Delaware/Maryland resorts with Monument Sotheby's International Realty Coastal Division.

Franklin Serio

Hour

LOCATION

CRS Designation

Lifelong Learning

Certification

CE Credits

What you will learn

• Understand the Core Principles of Question-Based Selling: Learn why asking the right questions leads to better client engagement and higher sales success
• Develop Active Listening Skills: Discover how to truly hear what your clients are saying (and what they’re not saying) to tailor your responses effectively
• Master the Art of Discovery Questions: Use strategic, open-ended questions to uncover client motivations, objections, and decision-making processes
• Build Trust and Rapport Quickly: Establish stronger relationships by showing genuine interest in your client's needs and goals
• Overcome Common Client Objections: Learn how to ask questions that address and neutralize concerns without sounding pushy
• Guide Clients to a Confident Yes: Use QBS techniques to help buyers and sellers feel empowered in their decisions, leading to smoother transactions

Cancelation Policy

Default Policy: Unless otherwise stated, RRC classes operate under the following cancellation policy:

RRC, RRC States, and licensees reserve the right to cancel any scheduled course. If a course is cancelled, registrants will be notified via email or phone and will be given a full refund. RRC, RRC States, and licensees are not responsible for any expenses incurred by the registrant due to cancellation. Class cancellations by a participant will be accepted until one week prior to the event. Cancellations will be refunded minus a $25 administrative fee. No shows will be charged the full registration amount.