What should you ask a client after presenting the CMA, but before giving your opinion of value?

After presenting the Comparative Market Analysis (CMA), it is important to engage the client to gain insight into their expectations and preferences regarding the sale of their property. Asking what price they had in mind allows you to align your professional opinion with their expectations, which is crucial in building rapport and trust. By understanding the client's price point, you can tailor your valuation discussions to ensure they feel their perspective is considered, making for a more collaborative and effective conversation.

In this context, other options may provide valuable information, but they do not directly address the client's anticipated value for their property, which is a critical factor in your subsequent valuation and advice. For instance, inquiring about the conditions vital for sale or what features they value in a property can help you understand the property's appeal and marketability, but these discussions would usually follow after establishing a mutual understanding of price expectations. Similarly, discussing the timeframe for selling is important, yet it does not provide insight into the client's views on valuation, which is the primary focus after presenting the CMA.