You’re Asking All the Wrong Questions:

How to Ask the Right Questions to Get Results

By: Chris Morgan, VP of Sales at Real Geeks

If you're working online leads the same way agents worked newspaper and walk-in leads 20 years ago, you're already behind—and losing deals you could be closing.

Today's online consumer is different.

They’re guarded, distracted, overwhelmed by choice—and they value control over anything else.

But most agents are still starting conversations with the wrong kinds of questions, like:

"Hi [Lead’s Name], this is Sarah Morgan with Sarah Morgan Real Estate. I just wanted to check if you're ready to schedule a time to go look at some homes."

It’s polite. It’s eager.

It’s also completely misaligned with where today's leads actually are in their buying journey.

Instead of creating a conversation, that kind of question pressures a lead who’s often not even sure what they want yet. It forces them to either commit (which they’re not ready for) or retreat (which they do, quickly).

The result?

Low engagement. Missed opportunities. Burned leads.

Why Traditional "Closing" Questions Fail with Online Leads

Here’s the truth nobody tells you: Online leads aren't “ready-to-go” customers.

They’re researchers. They’re explorers.

They’re thinking about it—and they may not even fully understand what they want yet.

When you come in too hot with traditional sales questions that assume commitment ("Want to schedule a showing?", "Are you ready to make an offer?"), you introduce friction.

They feel the pressure. They sense your agenda.
And they pull away—even if they were genuinely interested.

In short: You end the conversation before it ever really starts.

The Modern Approach: Curiosity Over Closing

What works today isn’t pushing for appointments or decisions out of the gate.
It’s inviting dialogue. It’s building emotional safety. It’s leading with curiosity.

You don’t force your way into a lead’s life—You get invited into their thought process.

The goal of your first conversation with an online lead isn’t to close them.
It’s to connect with them—to make them feel seen, heard, and safe enough to open up.

When you lead with curiosity, you:

✔  Lower their natural defenses

✔  Increase the likelihood they share real needs, fears, and desires

✔  Position yourself as a guide, not a pushy salesperson

✔  Earn the right to influence their next steps

The payoff is longer, more meaningful conversations—and ultimately, more deals.

The Questions That Actually Work (and Why)

Let’s get tactical.

Here are the types of questions you should be asking—and the science behind why they work:

1. "Sounds like you might be looking to buy/sell a home—what’s the biggest challenge you’re facing right now?"

✔  Open-ended
✔  Empowers the lead to set the agenda
✔  Shifts you instantly into problem-solver mode

Why it works:

✔  People connect more deeply when they feel heard.
✔  You immediately move from being another agent “selling something” to a ✔  professional who can help them overcome obstacles.

2. "I noticed you were looking at homes in [specific area]—are you just curious, or are you actively searching for something specific?"

✔  No-pressure framing
✔  Gives the lead permission to admit they're early in the process

Why it works:

✔  It removes the fear of judgment.
✔  When people don’t feel like they're being “sold,” they're far more willing to engage honestly.

3. "It looks like you were checking out homes on my site—what about [specific property or area] caught your attention?"

✔  Personalized
✔  Uses mirroring to deepen connection

Why it works:

✔  Mirroring taps into natural human instincts—when you reflect someone's actions or interests, they feel aligned with you.
✔  This builds rapport faster than any script can.

4. "Searching for a home can be overwhelming—what’s the one thing that would make this process easier for you?"

✔  Emotional engagement
✔  Shifts you into advisor/consultant mode

Why it works:

✔  When you acknowledge their emotional experience, you build trust.
✔  People want to do business with those who understand them—not just those who give them listings.

5. "Have you completely given up on moving to [location]?"

✔  Leverages loss aversion psychology
✔  Reignites conversation with soft urgency

Why it works:

✔  Negative framing ("Have you given up?") plays into a deep psychological principle—people are wired to avoid losing something they already started to pursue.
✔  This nudges them into re-engaging, without feeling pressured.

6. "It looks like you’re eyeing some properties—what’s stopping you from moving forward?"

✔  Directly surfaces objections
✔  Creates an opportunity to solve real problems

Why it works:

✔  Most salespeople guess at objections.
✔  Top agents invite them—and then dismantle them by providing solutions, not sales pressure.

7. "It seems like you’re weighing your options—what’s the most important thing for you in a home?"

✔  Gets to core motivations
✔  Sets the stage for highly personalized service

Why it works:

✔  When you know their real priorities (location, price, features, schools), you can show them homes they actually care about—making the decision process easier and faster.

8. "What’s your biggest concern when it comes to buying right now?"

✔  Uncovers hidden fears
✔  Positions you as a problem solver

Why it works:

✔  Until fears are named, they control the lead.
✔  Once surfaced, you can address them logically and empathetically—removing friction and building momentum.

9. "Have you found something, or are you still searching?"

✔  Casual, non-threatening
✔  Gives the lead full control over how much they want to share

Why it works:

✔  It’s an open hand, not a closed fist.
✔  You show up as helpful, not desperate—and that subtle energy shift makes all the difference.

Why This Approach Wins—Over and Over

When you lead with curiosity, you tap into something far deeper than “sales technique.”

You connect with human nature itself.

Today’s buyers and sellers don’t want to be “handled.”
They want to be heard. They want to be guided, not pushed.

If you become the agent who listens better, asks better questions, and makes people feel safer—you will win more often and more easily.

And not just win the first deal.

You’ll build lasting relationships that lead to repeat business, referrals, and a reputation as the agent who actually cares.

That’s what Real Geeks agents are doing across the country—and it’s exactly why our clients continue to outperform the market.

Final Thoughts

Online leads aren’t bad—they’re just misunderstood.

The old ways of “check the script, push for the showing” are dead.
The new way—the way that actually works—is connection through curiosity.

Slow down the sale to speed up the close.
Ask better questions. Create emotional safety first.

And watch what happens.

At Real Geeks, we don't just give you powerful technology. We give you the strategies and support that help you actually convert the leads you work so hard to generate.

Want to see how the right tools and the right approach can change your business?

Let’s connect.

- Chris Morgan | VP of Sales, Real Geeks