The Three Questions
Tap a question to open it. One conversation, three levels of listening.
What is changing in their life? Listen for the 5 Ds and other events that can create a real estate need. The point isn't to ask, “Do you know anyone looking to buy or sell?” It's to understand what is actually happening in their world.
The Bank. The Brawn. The Brains.
Tap the pieces you can put together. Every deal needs all three, not always three people.
Those roles don't have to be three different people. One person might be Bank + Brawn. You might be Brains + Bank. Someone might bring the property while another brings the capital. Start seeing your database as a collection of pieces that can be connected, not 201 names you're supposed to call four times a year.
Don't listen for real estate. Listen for change.
Conversations per Quarter
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Your database target with full contact info
Conversations per Day
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What your staggered SmartPlans deliver daily
Your database isn't a list of people to sell houses to. It's a network of people whose lives are constantly changing. Your job is to listen well enough to recognize when real estate can be part of what's next.
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