From Inquiry to Engagement: Elevating Real Estate Conversations

By Jay White

Jay White was born in Charlotte, NC. He has lived in Knoxville, TN and Duluth, GA (outside Atlanta). He attended Appalachian State University, majoring in Public Relations & Advertising. Jay enjoys playing golf, the beach, reading, and photography. When he's not working, he likes to spend time with his wife, Stephanie, and daughter, Callie. They love to visit Charleston, SC. He is a REALTOR & Broker with Keller Williams in Charlotte, NC. He founded The White Group with his father, Johnny. Upon arriving at Keller Williams, they implemented the system.

In the fast-paced world of real estate, the initial conversation you have with a potential client can set the tone for the entire relationship. Many agents might start a call focused on their needs, offering their services with a straightforward pitch. However, the key to truly engaging a potential client and standing out from the competition lies in shifting the focus from yourself to them. Here’s how you can transform a simple inquiry into a meaningful conversation.

Imagine receiving a call that goes, “Hi, this is Jade from [Real Estate Agency]. I was just trying to see how I could help you with your real estate needs. Are you interested in buying or selling?” While the intent is clear, the approach is centered on what the agent can do, not on what the client needs or wants.

Instead, consider the power of responding with genuine interest and a desire to understand the caller’s unique situation. For instance, if someone expresses interest in a property at 123 Main Street, the response should not only acknowledge this interest but also expand upon it. “Absolutely, the house on 123 Main Street is a fantastic find in Charlotte,” you might say, seamlessly transitioning into a question that encourages further discussion, “Are you considering any other areas as well?”

This method of statement-question-statement not only provides information but also opens the door for the potential client to share more about their preferences, needs, and situation.

Remember, if you have any questions about how to approach clients or the business of real estate in general, please feel free to reach out by phone or email.