At a listing appointment or any real estate transaction, commitment doesn’t always come on the first ask. Yet, many real estate professionals make a critical mistake: they ask for commitment once (or not at all) and then walk away when they hear a “no.” The reality? A “no” often doesn’t mean rejection—it means “I don’t know enough yet.” This is where the Rule of Threes is super helpful.

Enter the Rule of Threes

The Rule of Threes states that you should ask for commitment up to three times before shifting your energy elsewhere. But don’t confuse this with pestering someone into submission—that’s the “Rule of Frustration,” and nobody likes that.

Instead, think of it this way: when someone declines, it’s often because they lack the information or confidence to move forward. Your job? Help them move from “no” to “I know enough to make a decision.”

How to Apply the Rule of Threes

1. The First Ask – Start the Conversation

  • “Are you ready to move forward?”
  • They reply, “We just want to think about it.”

2. The Second Ask – Understand Their Hesitation

  • “Totally understandable. What specifically would you like to think about?”
  • They may reveal concerns about timing, finances, or other factors.
  • Provide relevant information that helps them make an informed decision.

3. The Third Ask – Create Clarity

  • “Based on what we’ve discussed, the next step is for us to get started. Shall we go ahead and complete the paperwork now?”
  • If they’re still hesitant, break down the timeline: “To sell by X date, we need to list by Y. That means we should get started now to stay on track.”

The Psychology Behind It

Kids intuitively understand the Rule of Threes. When they want ice cream, do they give up after one “no”? Absolutely not! They persist (with adjustments), providing different angles to convince their parents.

This approach isn’t about being pushy—it’s about guiding your client to a place where they feel confident saying “yes.” By implementing the Rule of Threes, you’re not just asking for a sale; you’re helping your clients move forward in their journey with the right information.

Elevate Your Sales Game

The average agent asks once (or not at all). The exceptional agent asks strategically—three times, with patience and purpose. By mastering the Rule of Threes, you’ll transform more “nos” into informed “yeses”—and ultimately, more success in your real estate career.

So next time you hear “no,” don’t walk away. Instead, lean in and guide your client to a place of clarity. Because often, a “no” just means “I don’t know enough yet.”

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