Hey Reader
Quick story...
I was talking to one of my personal clients recently —solid incoming business, strong revenue, good team—and she said something that hit hard:
"I’m not leading… I’m just answering questions all day."
Sound familiar?
That’s exactly how most agents are running their business right now.
Not strategically. Not intentionally.
Just reacting.
Answering texts. Responding to leads. Chasing deals. Putting out fires. Deal Doctoring and sadly... acting like the assistant to their team members.
Then wondering why the business isn't growing, it feels "heavy" and they are burning out.
And here’s the truth…
If you’re the one doing all the thinking, You are the bottleneck.
Guess what? She only had to change ONE thing!
She stopped answering. And started forcing decisions. Every time her team came to her, she’d say:
"What does our trainings tell you?" or "Have you checked the resource library?" or as simple as ... "Tell me what you think is the answer"
At first? Painful.
By week three?
Her team wasn’t asking questions they already knew the answers to anymore.
They were deciding.
Better. Faster. Confident. Without her. Exactly the way she envisioned her business running when she first came to me.
Now let’s bring this back to how this habit affects not just your leadership, it affects the actual conversion ability of you and your agents.
I'm seeing Agents doing the exact same thing—but with buyers & sellers!
Answering questions.
But not leading decisions.
And in today’s market?
That’s why deals are stalling, ghosting is up, and conversions are down.
Here’s the part most agents miss:
- Not setting expectations up front
- Not controlling the process
- Not leading with clarity
The industry is “helping”… instead of guiding.
Big difference.
The solution...a simple 3-step process to actually convert buyers and sellers right now:
1. Set the Frame (Please don't be afraid of this part!)
Stop jumping into showings or listing conversations without structure.
You need a clear consultation process:
- Here’s how I work
- Here’s what this market requires
- Here’s how decisions get made
If you don’t set the frame… your client will.
And that’s where confusion starts.
2. Control the Conversation
Most agents answer questions.
Top agents ask them.
- “What happens if you don’t make a move in the next 6 months?”
- “What’s more important—price or timing?”
- “On a scale of 1–10, how serious are you about buying or selling?”
- "If your home doesn't sell what is your "Plan B"?"
- "Have you spoken to a lender to find out your Purchase Power?"
You’re not interrogating—you’re qualifying and leading.
No clarity = no conversion.
3. Close with Direction (Not Options)
This is where deals are lost.
Agents present options and hope the client picks one.
Leaders say:
👉 “Based on everything we discussed, this is the move I recommend—and here’s why.”
People don’t want more choices right now.
They truly want certainty and to feel confident that the person they choose will lead them to success!
Bottom line:
You don’t need more leads.
You need a tighter process from conversation → decision → signed client.
That’s where your money is.
If your business feels inconsistent right now, it’s not the market.
It’s the lack of commitment to get very tactical when speaking to people
And once you fix that?
You realize that you are truly working from abundance & not scarcity.
—Yvonne
P.S. QUICK WIN:
If you do nothing else, do this today:
👉 Pull your last 20 leads and identify their next step > then call them > set a strategy appointment > SHOW them who you are and why they need to work with you to guide them to success!
Curious what others have to say?
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