In the classic cult comedy Monty Python and the Holy Grail, Sir Arthur and his knights must answer three questions each in order to pass over a bridge. It’s a study in inanity, something those Pythons do wonderfully.

Bridgekeeper: Stop. Who would cross the Bridge of Death must answer me these questions three, ere the other side he see.
Sir Lancelot: Ask me the questions, bridgekeeper. I am not afraid.
Bridgekeeper: What… is your name?
Sir Lancelot: My name is Sir Lancelot of Camelot.
Bridgekeeper: What… is your quest?
Sir Lancelot: To seek the Holy Grail.
Bridgekeeper: What… is your favourite colour?
Sir Lancelot: Blue.
Bridgekeeper: Go on. Off you go.
Sir Lancelot: Oh, thank you. Thank you very much.
…
Bridgekeeper: Stop. What… is your name?
Galahad: Sir Galahad of Camelot.
Bridgekeeper: What… is your quest?
Galahad: I seek the Grail.
Bridgekeeper: What… is your favourite colour?
Galahad: Blue. No, yel…
[Galahad is thrown over the edge]
Galahad: auuuuuuuugh.
Bridgekeeper: Hee hee heh.

Does that sound familiar? How about this:

What… is your name?
What… is your price range?
What… is your favorite reason to pass on a house?

Jeff Shore wants you to move from what to why. In his new book, The 4:2 Formula: Getting Buyers Off the Fence and Into a Home, Shore pleads with readers to stop trying to get to know prospects by asking them how many bedrooms they want. Continue reading »