Let’s Talk About Your Most Valuable Asset: Your Time
🎙️ Welcome back to America’s #1 Daily Real Estate Podcast
with Tim and Julie Harris — top international Real Estate Success Coaches and eXp Realty Sponsors. 🚀
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If you’re driving 45 minutes across town to meet a seller who is “just curious” and not planning to list for six months, you’re not running a business — you’re running a hobby.
Every wasted appointment:
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Lowers your listing presentation win rate
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Puts you on the spot with surprises (you’re competing and didn’t know it, they want a price 20% above market, etc.)
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Trains you to tolerate low-quality business instead of distinguishing between have-to-sell sellers and testing-the-market sellers
Top-producing agents don’t book more appointments.
They book better, pre-qualified appointments.
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Why Saying “No” Can Produce More Income
High-GCI agents live by a simple rule we repeat constantly:
“Don’t go if you don’t know.”
If you don’t know the seller’s motivation, price expectations, and timeline before the appointment, you shouldn’t be going.
If you don’t know whether you’re competing, don’t go.
If you don’t know where they’ll move next, don’t go — at least, not yet.
Don’t go until you’ve answered the critical questions.
As we teach in Harris Rules:
Your time is your money.
Appointments without pre-qualification are just work theater — not quality appointments that produce predictable, duplicatable income for you and your family. They waste both your time and the homeowner’s.
Below are the five essential questions you must ask before agreeing to a face-to-face meeting, so every appointment you attend has a high probability of converting.
1. The Motivation Diagnostic (Why Are They Moving?)
Goal: Identify real urgency — not curiosity.
Do they have to move, or would they maybe move if they get “their” price?
The Common Mistake:
Accepting vague answers like:
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“We want to upgrade.”
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“We’re testing the market.”
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“We’ll move if the price is right.”
These answers violate the rule: don’t go if you don’t know.
The Script (Questions #1 & #2):
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“If you sold today, where exactly would you be moving — and have you already secured financing for your next home?”
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“If the home doesn’t sell within the next 45 days, what happens next for you and your family?”
Best Practice:
If the seller cannot clearly articulate a specific, time-sensitive reason (job transfer, school start date, non-contingent purchase), you don’t have enough information to go.
Don’t go if you don’t know.
2. The Price Alignment Check (Are They Realistic?)
Goal: Eliminate doomed presentations.
The Common Mistake:
Driving to an appointment without knowing whether the seller’s expectations align with the market.
That’s another violation of the don’t-go-if-you-don’t-know rule.
The Script (Question #3):
“I’ve reviewed the most recent sales in your neighborhood. Based on homes similar to yours, what price range are you currently expecting to achieve?”
Best Practice:
Follow up with: “That’s interesting — how did you arrive at that price?”
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Sometimes they have a comparable you haven’t seen
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Sometimes they’re guessing
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Sometimes they have a recent appraisal (ask why it was done)
Harris Rule:
If they’re 5–10% overpriced but they have to sell, take the listing and use proven pricing-adjustment scripts after two weeks or ten showings.
If they’re not motivated, don’t truly need to move, or are combative and unrealistic on price, you may choose not to go.
3. The Representation Test (Are You Competing?)
Goal: Understand how they’ll choose an agent.
The Common Mistake:
Assuming you’re the only agent — or finding out too late they’re shopping for discounts or considering a friend who happens to be licensed.
If you don’t know how they’re choosing an agent, don’t go.
The Script (Question #4):
“Are you speaking with any other agents, and what’s most important to you — proven systems that maximize your net, or the lowest possible commission?”
Best Practice:
If they prioritize the lowest fee and won’t engage in a net-profit conversation, you’ve learned what you need to know.
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4. The Preparation Check (Send Your Pre-Listing Package)
Goal: Establish authority before the meeting and eliminate objections.
The Common Mistake:
Scheduling the appointment without first sending your “silent salesperson” — your Pre-Listing Package.
The Script (Question #5 — Authority Version):
“Before we meet, I’ll send you my information packet that answers most questions ahead of time.
Most sellers tell me it saves time and makes our meeting far more productive.
Please review it before our meeting on Friday at 4:00 PM.”
Best Practice:
Send your Pre-Listing Package before every listing appointment — regardless of source, relationship, price point, or neighborhood.
When confirming the appointment, also confirm they’ve opened it. (Scripts for this are inside Premier Coaching.)
5. The Final Filter
Goal: Know the answers before you get in the car.
You should know:
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Why they’re moving
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Whether pricing expectations are realistic
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How they’ll choose an agent
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That they respect your process
If any of these are unclear, the decision is simple:
You don’t have to go.
It’s okay to pass if the seller is unrealistic, unmotivated, combative, or misaligned — but don’t make that decision without the facts.
The Ultimate Takeaway
Your calendar determines your income.
Stop donating your time to low-motivation sellers.
Ask better questions.
Set standards.
Only go to appointments worth your time.
Ready to Operate at a Higher Level?
If you want help mastering these scripts, installing proven systems, and building predictable income:
Partner with Tim & Julie Harris at eXp Realty
👉 https://WhyLibertas.com/Harris
📲 Text Tim at 512-758-0206
Or get daily coaching, accountability, and step-by-step systems inside Premier Coaching
👉 https://PremierCoaching.com
Opportunity doesn’t wait.
And neither should you.
