Stop Sounding Like Every Other Agent: How to Turn Leads into Appointments with the Right Questions

(Video above: Watch for the full breakdown!)

Ever wonder why so many agents freeze when they get a serious lead on the phone?

They go from confident professional to desperate order-taker in seconds.

“I can send you listings...”“I’ll answer my phone anytime...”

They’re so worried about losing the deal that they stop leading the conversation entirely.

And the client can tell. That’s what we call COMMISSION BREATH.

It kills trust instantly.

HERE’S THE TRUTH

Nobody wants to be sold.

Everybody wants to be served.

That’s exactly what the video above breaks down.

After consulting with hundreds of agents, teams, and brokers over 16+ years, I’ve seen it again and again:

Agents think selling themselves is the way to win trust.

So they brag about their sales numbers, negotiation skills, and endless testimonials.

But clients don’t care about you.

They only care about what you’ll do for them.

THE SHIFT: FROM SELLING TO SERVING

Watch the video to get the exact phrasing, but here’s the core idea:

Don’t tell them how great you are.

Ask them what they want.

One simple question changes everything:

“What are the top three things you want your agent to do for you?”

Now you’re not pitching. You’re listening.

When they answer, you tailor the conversation to what they actually value.

Negotiation? Explain your process.Communication? Highlight your system.

BECOME THE EDUCATOR, NOT THE PITCHMAN

Here’s another big mistake agents make:

They ask generic questions like:

“Do you understand the market?”

Of course the client says yes.

Instead, ask:

“Has anyone shown you actual MLS data so you can read the market and choose the best time to buy or sell?”

95% of agents don’t do this.

By offering real education, you instantly stand out.

MASTER THE CONTRACT TALK

Most agents skip over contract details because they’re afraid it’s “too much.”

That’s exactly why you should talk about it.

Ask:

“Has anyone taught you how California contracts and contingency timelines work so your offer looks like cash?”

When you frame it this way, you’re not just another agent.

You’re the trusted advisor who can help them win.

THE FINAL CLOSING QUESTION

After guiding the conversation carefully, end with:

“If I could use everything I just shared to help you become the best buyer (or seller) on your timeline, would that be valuable to you?”

Almost every time, they’ll say yes.

And that’s your appointment.

BOTTOM LINE

Stop worrying about sounding impressive.

Stop trying to prove yourself.

Start asking better questions.

Because trust isn’t given—it’s earned in the way you guide the conversation.

WATCH THE VIDEO ABOVE TO SEE EXACTLY HOW TO PHRASE THESE QUESTIONS AND WHY THEY WORK.

If you’re ready to stop chasing leads and start closing them, this approach will change your business.

If you're serious about leveling up your conversations, boosting appointments, and delivering real value that sets you apart, we’ve put together all the scripts, systems, and proven game plans you need.

Watch the video below to see exactly how you can get everything in one place—so you can focus on serving clients and growing your business without second-guessing what to say or do next.

WATCH TRAINING VIDEO