Smart Words: “Salespeople are easy to ignore, Realpeople are not.” – Dale Archdekin

Smart Tactics: Most agents think “just looking” is an objection.

It’s not.

It’s a label the consumer put on the conversation you just tried to start.

When a lead says things like “just looking”, “just getting started” or any variation of “not serious yet”, BELIEVE them.

They are not trying to fool or lie to you. They are not secretly holding back their real plans from you (in most cases). What’s actually going on is that they just aren’t at the point where they feel like they should be talking to a real estate agent (aka a salesperson) yet.

Most consumers (us) think salespeople are only there for one reason: to help us when we need something, when we have specific questions about making a buying decision, or when we are ready to transact.

I don’t B.S. with the local car salespeople.

I don’t try to build a relationship with my neighborhood door knockers.

Because they are salespeople… and there are only a limited number of reasons why I should interact with one.

So when you get the “just looking”, “just getting started” or “not serious yet”, it means this buyer or seller lead has just run you, your intention and your conversation through the mental matrix of:

“What are salespeople and sales conversations for?”

And they’ve come up with the answer:

“Nope… I’m not ready for that yet.”

That’s perfectly fine.

So how do you deal with this situation?

You immediately change what the conversation is about. You flip from DISCOVERY to RAPPORT.

Let’s look at the two perspectives happening in this exchange.

Consumer:

They think your interaction is about helping them move a sale forward… or worse, manipulating them into making a decision faster or locking them into using you.

You:

You’re thinking, “I just want to help this person if they need help now OR build some rapport so they might work with me (or refer me) later when they ARE ready.”

To do that, you need to get them talking about themselves.

But that’s hard because you’re a salesperson, not a realperson at this point.

Here are the 3 steps to become a Realperson.

Step 1 — Reduce the sales pressure….fast.

Ask a present tense question like:

“Do you currently live in [area], or are you relocating here?”

“Do you currently own your home or are you renting?”

“What neighborhoods are you interested in?”

Do NOT ask sales transaction questions like “when do you think you’d like to move by?” or “What kind of house are you looking for?”

Those discovery questions keep the conversation stuck in sales mode.

Step 2 — Listen for personal information.

When they answer Step 1, listen for anything personal you can use to ask a follow-up rapport building.

Examples:

“How long have you lived here?”

“How long have you been in your current home?”

“How many dogs or kids do you have?”

“Where do you work?”

You’re not advancing the sale here.

You’re becoming a Realperson.

Step 3 — Use reciprocity if they’re guarded.

If the lead feels stiff or reluctant to talk during Step 1, do this before asking your next question:

Give them YOUR answer first… then ask for THEIR answer.

Example:

“I’ve lived here about 12 years now. How long have you been in the area?”

“I can hear your dog in the background. I have an awesome rescue named [name], how many do you have?”

This triggers reciprocity and helps build rapport more quickly. It takes their guard against bad strangers down faster.

NOTE: This advice is specifically for phone or in-person conversations.

Messaging through text, email or DMs takes more nuance if you want to keep the lead engaging. If you want me to write that one next, reply to this email and I’ll make sure you get it.

Try this with your next few leads.

You’ll notice the difference almost immediately.

To your success,

Dale

P.S. You are ALWAYS using a script.

Whether it’s old school real estate lore, winging it based on your emotions in the moment, or using tested and proven strategies.

Personally, I’d go with the tested and proven strategies.

If you’re interested in my complete UNSCRIPTED system, join me on the next UNSCRIPTED Masterclass

Let’s rewrite (or create for the first time) your personal scripting strategies based on the success of thousands of converted real estate leads. Details here: www.smartsalescoaching.com/masterclass