You’ve probably been there. You’ve had a really great meeting. Good conversation, good connection, you’ve walked them through the process, answered their questions… everything felt right.

And then it ends like this:

“Alright, great chat. Let’s maybe talk next week.”

And you walk out thinking… what just happened?

The Real Issue: Not Asking

A lot of agents aren’t actually losing the listing because they did something wrong.

Instead, they’re losing it because they didn’t ask for it.

There’s this hesitation that creeps in at the end. A bit of overthinking. Not wanting to come across as pushy. So instead of leading, we kind of… fade out.

But here’s the thing—clients aren’t sitting there thinking, “I hope they don’t ask me to move forward.”

In fact, more often than not, they’re actually waiting for you to guide what happens next.

It’s Not About Being Salesy

Importantly, asking for the business doesn’t have to feel awkward or forced.

It’s just about being clear.

At that point in the conversation, there are usually only a couple of directions things can go. Either they’re moving forward with selling, or they’re considering something else like renting.

So instead of leaving it open-ended, you can just say something like:

“At this point, people usually go one of two ways.

We can get everything ready and move forward with the sale, or if you prefer, we can look at rental options and what kind of return you’d get.

Based on what we’ve talked about, it feels like selling is the better option. Shall we just press go and get things underway?”

That’s it.

No pressure. No weird sales tactics. Just clarity.

Some Clients Are Ready Right Now

Of course, not everyone will say yes on the spot—and that’s fine.

But here’s what most agents underestimate:

There are always a few clients who are ready right now.

They’ve done their thinking. They’ve been waiting for the right agent. And by the time you’re sitting in front of them, they’re already leaning toward a decision.

If you don’t step into that moment, it passes.

And sometimes the next agent they speak to will ask.

It’s About Leading, Not Chasing

When you don’t ask, it can feel like you’re being polite.

But from the client’s side, it can actually feel unclear.

They’re looking to you for direction. They want to know what you recommend. They want someone to take the lead.

And that’s really what this is about.

Not closing harder… just leading better.

Try This Next Time

Next time you’re wrapping up a meeting and it feels like things have gone well, don’t default to “let’s catch up next week.”

Instead, pause for a second and lean into it.

Be clear. Be direct. Be relaxed about it.

“Shall we get started?”

You’ll be surprised how often the answer is yes.

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