How to Win Every Client Over… Increase Your Conversion Rate FAST
If you’ve ever left a kitchen table thinking, “We had that one,” only to get the “we went another direction” text… this is for you.
Across 11 years and 650+ closings, my conversion rates have sat around 99% with buyers and 95% with sellers—including plenty of head-to-head competitions. The secret isn’t a flashier packet or a 500-point marketing list (with “put a lockbox on” as point #387 🙃). It’s answering the actual questions clients use to choose an agent.
The Moment That Changed Everything
Early in my career, I walked into a listing appointment underdressed in experience and overpacked with a shiny presentation. The seller—Kelly Jo—opened the door with, “How old are you?” (Strong start, right?)
At the table, I froze. So I did the only thing I knew how to do: I asked questions and listened.
Two hours later, I’d learned her husband had died six months earlier. She’d never sold a home without him and was terrified of choosing wrong for her kids. I never opened my packet.
A week later she hired me. Why? “You were the only one who cared enough to find out what I’m walking through.”
That day I stopped trying to win with polish and started winning with presence.
The Three Questions Every Client Is Really Asking
When someone is deciding whether to “buy you,” they’re—consciously or not—asking:
Can I trust you?
Do you care about me?
Are you good at what you do?
Here’s the twist: most consumers can’t reliably judge “who’s the best” agent on skill alone. They can judge trust and care in minutes. And when they feel both, they naturally assume competence.
So if you show up trying to prove #3 first (I’m the best!), you’ll often lose all three. If you prove #1 and #2, they’ll grant you #3.
How to Lead With Trust and Care (and Let Competence Follow)
Before the appointment
Pre-frame the meeting (text or email):
“Looking forward to meeting you tomorrow at 1:00. I’ll come with a clear plan, but first I want to understand your goals and any concerns so we can tailor everything to you.”
Prepare curiosity, not just comps. Skim notes about family, timeline, and triggers (schools, commute, finances).
During the walkthrough
Be observant, not performative. Notice kids’ art, a backyard project, a medal on the shelf. Ask short, real questions. Listen.
At the table (your first two questions)
“What fears or concerns do you have about this process?”
(Write. Don’t fix yet.)“If I could wave a magic wand and give you the best-case outcome, what would that look like?”
(Price/timing are part of it, but pull vision out of them—neighborhood, schools, peace of mind.)
Why this works: You’re signaling psychological safety (trust) and priority of their outcome (care). Now they’re ready to hear your plan.
Share your plan—briefly, clearly
Price & strategy: how you landed there and the path to hit it.
Process: showings → feedback → offers → negotiation → milestones.
Your role: “I lead strategy and negotiation personally.”
Leverage (if you use it): “A showing partner gets you in fast on evenings/weekends; our TC keeps every detail on track so nothing slips.”
Micro-line: “Would it be helpful if I walked you through the exact steps I’ll take to get you from today to that best-case you just described?”
Close with aligned incentives
“My business is almost entirely referral-driven. If I don’t deliver for you, I don’t deserve your future trust. My goal is to serve so well that telling your friends about us becomes easy.”
No chest-thumping. Just aligned interests = more trust.
Simple Scripts You Can Use Today
Opener at the door:
“Thanks for having me. Can I set this down at the kitchen table and then get a quick tour so I can see the home the way you see it?”Safety check question:
“Is there anything I didn’t ask that I should know before I suggest a plan?”Competing-agent grace line (and still win):
“You’re meeting with great people. You can’t make a ‘wrong’ choice here. My commitment is to protect your downside and keep you fully informed so every decision is calm and confident.”Permission to present:
“Would it be okay if I share how I’d get you from where we are to that best-case we outlined?”
What to Remove From Your Appointment (that’s costing you the win)
Endless feature dumps. If they can’t evaluate it, they won’t choose because of it.
One-way monologues. If they haven’t influenced you, you won’t influence them.
Generic packets. If the leave-behind doesn’t reflect their fears and their best-case, it’s just paper.
Your 10-Minute Prep Checklist
Re-read your notes on the people, not just the property.
Decide your first two questions (concerns + best-case).
Pick one pricing narrative and one strategy narrative.
Print or queue your leave-behind that answers their three questions:
Can I trust you? (testimonials, process clarity)
Do you care about me? (custom notes you took today)
Are you good? (a few concise proof points)
Put This on Rails (so it happens every time)
If you like working from simple, repeatable tools, I’ve made three one-pagers you can use as your backbone:
Daily Five Card – the 90-minute rhythm that keeps your pipeline full
Download (PDF)Availability Script Pack – friendly language to set expectations clients love
Download (PDF)Rhythm Stack Worksheet – design a week that serves faith, family, and business
Download (PDF)
And if you want to steep in the mindset behind all this, revisit the Faithful Agent e-book and the PDA Formula (go to the free downloads page)—they’re the heart that keeps the tactics honest.
Final Word
If you try to prove you’re the best, you’ll compete where clients can’t judge. If you prove you’re trustworthy and show you care, they’ll assume you’re excellent—and they’ll choose you.
Ask better questions. Listen longer than feels comfortable. Then present a calm, clear plan.
You’ll win more appointments—and buy back nights at home.
The Faithful Agent E-Book: The Faithful Agent E-Book equips Christian real estate agents to build businesses that honor God, serve others, and protect what matters most—your family and your faith. Packed with practical strategies and biblical insight, it’s your guide to succeeding in real estate without losing yourself in the process.