Go Deeper and You Will Win More Listings!

I have been working closely with two agents who are doing everything right on the surface. Having conversations, booking appointments, showing up consistently. But when we looked at their results, something was off.

Lots of appointments. Very few listings.

That is a frustrating place to be because it feels like you are doing the work. And you are. But something is missing.

So we slowed down and looked at what was actually happening inside those appointments. Not the scripts. Not the presentation. Not the marketing. The conversation. More specifically, how deep it was really going.

This is where emotional intelligence comes in. And before you think this is about being likable or reading the room, it is not. It is about understanding what truly matters to the person sitting across from you. And most of the time, that is not what they say first.

I asked them a simple question: when you are sitting with a seller, how deep are you actually going?

Most agents ask one good question and then start talking. They get a surface level answer and launch into their presentation. But sellers do not make decisions based on surface level thinking. They make decisions based on what is underneath.

So I gave them a simple framework. Go three levels deep.

Start here: What is most important to you about selling?

Let them answer. Then go one step further: What will that do for you?

And then once more: Ultimately, what will that do for you?

Then stop talking. Let them sit with it.

A few days later they came back to me. Same type of seller, same kind of situation. But this time they slowed down, stayed in the conversation longer, and asked the second question. Then the third.

The seller went quiet. And then opened up in a way they never had before. It was not about timing or price anymore. It was about what the move meant for their family. What it meant for the next chapter of their life.

That was the moment everything changed.

I remember using that same third question with a seller years ago. They paused, got emotional, and told me all they wanted was to be the best grandparent they could be. That was the real reason behind everything. And once that was on the table, the rest of the conversation was easy.

This is what most agents miss. They present before they diagnose. They talk before they truly listen. But when someone feels genuinely understood, they relax. They trust you. They stop comparing you to every other agent they met. And they make decisions with clarity.

That is where you separate yourself.

Your action items this week:

1. In your next seller appointment, ask all three questions and write down what the seller says at each level. You will be surprised how different the third answer is from the first.
2. Practice the framework before you go in. It feels simple but most agents rush past it. Slow down on purpose.
3. After your next appointment, ask yourself honestly: did I present before I fully understood? That one question will sharpen you faster than any script will.

Talk soon.