How to Build Trust With Buyers and Sellers: 3 Real Estate Lead Conversion Questions That Work
- Josh Pono
- Aug 8
- 2 min read
Struggling to turn leads into appointments?
Unknowingly pushing clients away?
If you’ve ever felt a potential buyer or seller pulling away on that first call, you’re not alone.
The truth is, when someone meets a real estate agent for the first time, their guard is up.
They want to feel served, not sold.
If you rush in with a sales pitch—or give off what’s known as “commission breath”—you risk losing the deal before you’ve even started.
Why most agents lose leads in the first conversation
Too many agents open the call by proving their credentials:
How many homes they’ve sold
Awards they’ve won
Testimonials from past clients
While impressive, none of that matters to the lead in that moment. They only care about what you can do for them right now.
The secret: ask better real estate lead conversion questions
By focusing on the client’s needs first, you position yourself as a trusted advisor instead of just another salesperson. This not only helps you build trust faster—it also increases your lead-to-appointment ratio.
Here are the 4 real estate scripts you can use today:
“What are the top 3 things you want your agent to do?”This ensures your conversation focuses on their top priorities.
“Has anyone reviewed actual MLS data with you so you can time your move?”Shows you’re an educator who uses facts, not fluff.
“Has anyone walked you through the contracts so your offer looks as strong as cash?”Highlights your ability to help them win in a competitive market.
“If I could use all of this to help you get the best home at the best price on your timeline, would that be valuable to you?”The answer is almost always “yes”—making the meeting a natural next step.
Why these questions work so well
They flip the focus away from you and onto the client’s needs.They differentiate you from 95% of other agents.They create a conversation that leads naturally to setting an appointment.
Watch the full strategy in action
The video above walks you through exactly how to ask these questions in a way that feels natural and builds instant credibility.
When you master this approach, you’ll stop chasing leads—and start attracting clients who trust you from the very first conversation.
Ready to see how top agents are closing more deals in less time?Discover the proven systems, scripts, and game plans that can transform your business—everything in one place, ready for you to plug in and use. Watch the video below to see how it works.
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