The CEO Blog

Most agents walk into conversations trying to convince people they need real estate services.

That’s backwards.

People don’t move because you’re convincing. They move because life is moving them. New baby. Job change. Divorce. Inheritance. Lease ending. Downsizing. Parents need care. School district concerns.

Your job isn’t to create urgency. Your job is to identify it.

Here’s the framework I teach every agent I coach:

The Open-Ended Life Question

“Are there any life changes coming up that might impact your housing situation?”

That’s it. Then you stop talking.

I had an agent tell me “Cheesette, that feels too vague. I need to be more specific.”

No. Vague is the point. When you ask a specific question like “are you thinking about selling?” you put them in a yes/no box. They say no, conversation ends.

When you ask about life changes, you open a door to everything. And people love talking about their lives. New jobs. Kids going to college. Parents aging. They’ll tell you everything if you just ask and listen.

The Situational Possibilities

After you ask, give them context: “Could be anything – new job, new school, lease ending, needing more space, thinking about upgrading…”

Why? Because people need permission to share. They don’t always connect their life situation to real estate. When you name possibilities, they recognize themselves: “Oh yeah, my daughter’s starting kindergarten next year and we’ve been talking about moving to a better school district.”

Boom. Life trigger identified.

Let me break down the real numbers that most agents never calculate when they choose the “busy work” route over revenue-generating activities.

You spend three hours daily on social media content versus three hours of database calls. Those Instagram stories feel productive until you do the math. If you’re spending 15 hours weekly creating content that generates zero appointments, that’s 780 hours annually of execution time. If you could generate just one additional appointment per week during that time – say a $400,000 listing at 3% commission – you’re looking at $312,000 in lost revenue.

You spent 780 hours to get 47 likes, but it actually cost you a six-figure income.

I had a coaching client who spent six months “perfecting” her lead generation system. She researched CRMs, designed email templates, created nurture sequences, and built elaborate spreadsheets to track everything. During those same six months, she made 23 phone calls to actual prospects. She calculated that her perfect system was ready to handle 500 leads per month, but she was generating 2.3 leads monthly.

If you’re watching the market slowdown and feeling your anxiety rise with each passing day without a new client, I need you to pause.
Take a breath.

And completely shift how you’re thinking about your real estate business.
I’ve seen too many agents paralyzed by market conditions, waiting for things to “get better” before they take action.

Let’s start by talking about the big thing: social media lead generation. As a team leader coaching agents, I always hear “one of the ways I’m going to find clients is social media.” So people do a lot of posting. Posting on social media is NOT lead generation. Let me repeat that. Posting on social media is not lead generation. It’s just posting