Insights

Standard Prospecting Dialog

Published

Woman talking on a phone near a residential street.

A prospecting dialogue is a set of prompts that helps a real-estate professional learn what matters to another person. Use the questions conversationally, one at a time, and let the other person decide how much to share. A script is a starting point for listening; the other person’s answers should guide what comes next.

Standard Prospecting Dialog

Question 1

Where do you currently live?

Question 2

How long have you lived there?

Question 3

Do you own or rent?

Question 4

Where did you live prior to [city or neighborhood]?

Question 5

What made you choose [city or neighborhood]?

Question 6

If you could move, where would you go next?

Question 7

When would that be?

Magic Question

“If you, or a family member or friend, had a real-estate need, do you have someone you’d refer them to?”

If they do not, follow with:

“May I have the honor of earning your trust?”

Ask for consent before adding someone to an ongoing update, explain what they would receive and make opting out straightforward.

Appointment Setting Dialog

After you understand the person’s situation, invite a separate conversation in plain terms:

I would like to understand what you are considering and share how I structure a purchase or sale conversation. We could keep it to about 20–30 minutes. What works best for you: morning, afternoon or evening?

If they object, lower the pressure:

Understood. We can keep the conversation brief, and you can decide whether it is useful for you.

If they prefer to wait, ask permission before offering occasional updates:

I understand. With your permission, I would like to add you to my Private Client Group and send occasional market information. You can opt out at any time. Would that be fair?

The useful discipline is to ask a clear question, reflect the answer and record only the follow-up the person has agreed to. See the coaching conversation and Private Client Group overview for related context.

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