Market Edge™ · Solo Agent Academy
Pick the question you're about to be asked. Get what's underneath it, what to ask back, what to avoid saying, and how to answer honestly.
Nothing here is saved or sent anywhere. It stays in your browser until you copy or print it.
Pick the closest match. Every one of these has something underneath it, and answering the surface question is how good agents lose conversations they were winning.
The specific phrasing usually tells you more than the topic does.
The prepared answer is worthless until you know whether it's the answer to their actual question. Write down what they say — not what you think it means.
The one that does the work
“What would help you feel more confident?” is the most useful question in this list, and almost nobody asks it. People will tell you exactly what they need if you give them the opening — and the answer is often something small you could have handed them a month ago.
One or two real local numbers, with dates. Not a market report. A person can hold two facts in their head during a conversation, and a printed packet of eleven is a way of not answering.
With the source and the date.
Naming this in advance is how you stay out of the weeds.
Local beats national, every time
Your client has already read the national story. It is where their worry came from. The only thing you have that the internet doesn’t is what is happening on their street, this month — and one specific local number will do more than an hour of general reassurance.
This is the step that separates a conversation from a briefing. The market is context. Their situation is the subject.
A good market conversation doesn't end with someone agreeing with you. It ends with someone understanding their options better than when it started.
One. Not a list.
Copy it into your CRM, or print it and take it with you.
Two minutes here is what turns one meeting into something you get better at.
The pattern to watch
Run this across ten conversations and the same two or three questions will keep appearing. That isn’t a coincidence — it is your market telling you what to publish. The question you keep answering in private is the content that builds authority in public.
Your role was never to predict the market or talk someone into a decision. It was to ask better questions, explain what today means for their situation, and leave them able to choose. That is the difference between a trusted advisor and a salesperson, and clients can tell which one they're sitting with inside about four minutes.