Real Estate Group Roleplay Training: Always Be Direct with the Lead

It may be counterintuitive, but the more “awkward” questions you ask, the fewer awkward conversations you will end up having.

Be direct with the leads you are talking to.

Ask them why they are moving, why they want to move to wherever they plan on moving to, what they are trying to accomplish by selling their house themselves (if they are an FSBO), etc.

This will put the lead at ease because it proves to them that you are a real person, and not just reading off of a memorized script.

And it helps you because direct questions allow you to qualify leads and let you know if they are worth working with.

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