Jan 2 • General discussion
the Most Powerful Question You Can Ask a Potential Client when they first call us
👉You absolutely nail a listing appointment. You’re already imagining how quickly the house will sell, and maybe you’ve even texted someone to say, “This one’s mine!” But later, you get the crushing news: they went with someone else. 😟
Sound familiar? If you’ve been in real estate for any length of time, you’ve likely felt this sting. It’s frustrating, confusing, and painful.
Here’s the truth: many times, we were never truly in the running for the listing. We were just part of their “due diligence.” They already had a favorite in mind—someone they were 80-90% certain they’d go with. We were there because they felt obligated to interview other agents to appear thorough.
So how do you avoid wasting your time on these situations? By asking one simple but powerful question before you even prepare for the appointment:
“I’m sure you know a lot of Realtors—so, why me?”
Here’s what this question reveals:
• If they start talking about what they’ve heard, read, or seen about you and how much they admire your work, chances are this listing is yours. The appointment is just a formality. 🎯
• But if they stumble or, worse, flip the question back on you—“Well, why should I hire you?”—you’re likely just their backup option. They’re not sold on you, and you’re there to check a box.
At this point, you need to ask yourself: Is this worth my time? If you have to go into hard “sell mode” during the appointment, it’s a clear sign they’re not convinced. Even if you somehow win the listing with ninja-level persuasion, these clients often end up with buyer’s remorse and become high-maintenance headaches. 😤
It’s okay to walk away. Respect your time and energy. Focus instead on clients who genuinely see your value and want to work with you. 🌟
I know this is a tough pill to swallow, and not everyone will agree. That’s fine. But for those of us who’ve been through it enough times, we know the truth: don’t waste time convincing people who aren’t convinced. Your energy is better spent on clients who truly value what you bring to the table. 🙌
Let them chase their “favorite” while you go build meaningful, productive relationships that actually move your business forward. 🏆
What do you think—would you ask this question before your next listing appointment? Share your thoughts below! ⬇️
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the Most Powerful Question You Can Ask a Potential Client when they first call us
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