The #1 Question Agents Don’t Ask, But Should
If I told you one question could lead to happier clients, and more sleep for you would you add it to your conversations?
I’ve coached hundreds of agents, and every time I bring up this one question it ends up in a blank stare followed by – I never thought to ask that.
Ready for it?
What’s your definition of success?
The next time you meet with clients ask them using those exact words, and watch how everything shifts.
Suddenly they feel heard, and you know exactly how to guide them.
As agents we have our process, but processes are meant to be guidelines vs rigid structures. To truly be a great agent AND one that sleeps well at night, you need to modify it as necessary.
Here’s an example:
I have a rock solid listing process. Part of that process is a belief that pricing properties competitively and selling quickly yields a higher sales price than letting it sit for weeks.
A few years ago I worked with a seller client and when I asked their definition of success they said:
I don’t want to sell in the first weekend. I’ll feel like I left money on the table. I want to start high, and if I need to do a price reduction that’s okay, at least I will know I tried. SUPER helpful information to know before we went on the market.
3 price reductions and 2.5 months of market time later we sold. When they signed the offer paperwork they said, I feel really good about this. Awesome!
I believe they would have sold for more if they had come on at a lower price initially, but that’s not the point. They met their definition of success AND I slept great that entire time. I didn’t stress over whether my client was happy with me, or what we should do next.
Yes you need boundaries and a process, but we forget, our job is to lay out the options. It’s their job to pick the path that works best for them.
Ready for a more relaxed relationship with your clients and some extra sleep? I invite you to join the Prosper Mastermind that starts next week. Have questions? Hit reply and let’s chat.
To your success!
Nicole
PS: Did you catch my instagram lives this week where I take you behind the scenes in the Prosper Mastermind that starts next week? The replays are posted in my feed.
We covered:
- Monday: Abundance vs Scarcity mindsets and the sneaky ways we default to scarcity along with how to shift it.
- Tuesday: The real reason you don’t have what you want. It’s not a lack of effort or talent
- Wednesday: How long does success take and how to get their faster
- Thursday: Money is energy. The tools I used to take 6 months off this year and ramp my business back up without stressing about it.
- Friday: The biggest mistake I see agents make in their business
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