Swipe FileThe 10 Laws · Law #4Conversion
Questions That Unlock Any Client
The person talking the most feels the most understood, and it shouldn't be you. Great questions do the selling. Here's a starter set, by category.
Opening & Rapport
- "What's important to you about making this move now?"
- "How do you want this process to feel?"
- "If you could wave a magic wand, what would the perfect outcome look like?"
Digging Into Motivation
- "Why is that important to you?"
- "What happens if you don't make this move now?"
- "What's the emotional driver here, excitement, urgency, security?"
Commitment
- "If we could check all your boxes, would you be ready to get started?"
- "What would stop you from moving forward today?"
- "What would have to happen for you to say this was the best decision you've made this year?"
Pick your top 10 and keep them ready for every consultation, listing appointment, and objection.
Most agents ask two surface questions then launch into their pitch. The whole edge is in the follow-up, the second and third layer, where the real motivation lives. Ask, then go deeper, then go deeper again.
Do This Week
Before your next appointment, write the 5 questions you'll ask, in order, and commit to not moving on until each gets a real answer.
Free Printable
The Pre-Listing Question Series, the worksheet for this system. Download it, print it, and put it on your desk.
Download & print →The agent with the best questions wins the deal. Build your bank.
Ready to run the whole system?
The guides are the pieces. The 5-Day Fast-Start strings them into a 5-day system you actually execute, in the exact order that produces.
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