There’s a moment in every great conversation—whether it’s with a buyer, seller, or even your spouse—where you hear two words that change everything:
“That’s right.”
It’s not just polite agreement. It’s not the same as “you’re right.” That’s a brush-off.
“That’s right” is a signal.
It means the person across from you feels heard, understood, and emotionally aligned with you. And for real estate agents, that moment can open the door to trust, clarity, and ultimately—a decision.
Let’s be real: real estate is about more than homes. It’s about emotions. Uncertainty. Life transitions.
Clients are often overwhelmed, skeptical, or unsure.
If you jump too quickly to solutions — "Let’s list it here,” “You should offer this,” “We need to move fast” — you risk missing the most important part of the conversation: understanding what really matters to them.
“That’s Right” is how you prove that you get it.
Here’s how to create those moments with your clients:
1. Mirror Their Words — Listen closely. Then reflect back what they’re saying—just a few words or ideas at a time.
Client: “I’m nervous about selling right now. What if I can’t find something else in time?”
You: “You’re nervous about the timing?”
✔ That tiny mirror gives them space to go deeper.
2. Label Their Emotions — Use neutral, empathetic phrases like:
“It sounds like…”
“It seems like…”
“It looks like…”
For example: “It sounds like you’re worried about selling and then getting stuck without a place to go.”
✔ Now you’re not just reacting—you’re empathizing.
3. Summarize with Care — Recap the facts and the emotion. This is where the magic happens.
“So if I’m hearing you right, you’re open to selling, but only if you’re confident you can find something new without feeling rushed. You don’t want to feel trapped in limbo. Is that right?”
If they respond with: “That’s right,” you’ve just built trust. Now they’re ready to hear solutions.
✔ Buyer consultations:
Help clients feel safe opening up about fears or goals.
✔ Listing appointments:
Surface objections early—before they stall the process.
✔ Negotiation updates:
Reaffirm that you’re aligned with their priorities, especially when tensions run high.
✔ Post-close check-ins:
Reinforce that you always understood what mattered most to them.
In our business at Real Geeks, we coach agents and salespeople on this all the time. Because when someone feels understood, they let their guard down. They stop seeing you as a salesperson and start seeing you as a trusted guide.
You don’t need scripts to win business—you need connection.
And “That’s right” tells you when you’ve got it.
The next time you’re with a client, try it. Listen, mirror, label, and summarize.
If you hear, “That’s right,” don’t rush ahead.
Pause. Let it land.
Because from that moment on, they’ll follow your lead.
- Chris Morgan | VP of Sales, Real Geeks
P.S. Want help building conversations like this into your client follow-up? Real Geeks makes it easier with tools that track notes, surface priorities, and help you remember what really matters.