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“We’re gonna wait until the market improves…”
You’re sitting across from your lead, the one you’ve been diligently working on. You finally landed the appointment, nailed the presentation (or loan consult), delivered rock-solid data, and showed them your clear, proven plan. Yet, at the end, they STILL shrug it off:
“Rates are too high, we’re going to wait until they drop.”
“Home prices are falling, let’s see what happens.”
“The market is going to crash, we’re waiting for that.”
Now your deal (and paycheck) slips away, along with your sanity.
Maybe you're brave enough to push back. After all, you’re the expert—so you logically handle their objections, and they immediately do exactly what you recommend!
(Yeah, right.)
In reality, most clients dig their heels in harder or ghost you entirely. Either way, it ends the same: wasted time, frustration, lost money.
Today, that changes.
⏱️read time: 5 minutes
The Real Reason Clients Ignore Your Advice (Don’t Shoot the Messenger!)
It’s so obvious you’re gonna roll your eyes…
You’re talking over their feelings, not guiding them through.
They don’t feel heard (so why should they listen to you?)
You're trying to "logic" people out of decisions they made emotionally.
That’s why we brought in Mie Yamashita, who coaches some of the top agents and teams on the planet. She consistently deals with high-performing clients who still resist good advice. (Think your clients are stubborn? Imagine top producers and high achievers.)
But Mie never argues, begs, or pushes. She uses 3 simple techniques—Mirroring/Labeling, Anchoring, and Guiding Questions—to instantly lower defenses and get clients convincing themselves.
Once you’ve started shifting your conversations:
Join our free Agent Alliance FB Group.
Share your wins & screenshots on the pinned post for a chance to win a prize.
Got questions? Need help? Drop them in the same post. We’ve got your back!
Exactly What to Say So Clients Actually Listen (no begging required)
Here’s a real example (then watch the LIVE replay to see Mie roleplay the “interest rates are too high” objection flawlessly).
Client: "We’ll wait for the market to improve."
You (Mirroring): "Wait until the market improves…?"
Client: "Yeah, prices might drop, and we don't want to overpay."
You (Labeling): "It sounds like you're concerned about buying at the wrong time."
Client: "Exactly, we're worried about timing it wrong."
You (Anchoring—30 seconds silence): (Let the client fill the silence and naturally talk themselves into clarity.)
You (Guiding Question): "So just curious, what happens if prices don’t drop?"
Looking for more examples? → Grab them here!
Here’s the Step-By-Step Process…
Step 1: Identify the Real Objection
Listen for your client’s objection (rates, timing, price).
Step 2: Practice Mirroring & Labeling
Calmly repeat their core statement (objection), then identify and label their emotion clearly.
Step 3: Anchor Strategic Silence
Hold silence for 30 seconds to let your client clarify their thoughts further.
Step 4: Use the Guiding Question
Ask one clear question that encourages clients to consider what happens if they're wrong or expand deeper.
Your weekly goal:
Write down at least 5 common objections and/or barriers that your clients face or think they will face in their real estate journey.
Practice, yes practice, mirroring and labeling each one.
Write down at least 2 guiding questions for each (step 3)
Decide on your anchor (step 2) and practice it in your conversations with family, friends, and, of course, your clients to help it quickly become a habit.
Share your results in The Agent Alliance Facebook group.
❌ Top 3 Conversation Mistakes (100% chance you do these, sorry…)
Trying to Convince Them Of Something: Makes clients defensive and stubborn.
Fix: Clearly and briefly reflect their words and feelings, avoid extra fluff, and no asserting your opinions in the early conversation.
Not Shutting Up: Ruins the client's chance to think through solutions clearly.
Fix: Anchor silently for 30 seconds, giving space for client clarity.
Forcing Solutions: Clients resist when you push your answers.
Fix: Ask guiding questions clearly so they discover their own answers.
🔴 Next LIVE Session:
“The Best of May Showdown”
One Seller. Three Smart Moves. Which One Wins?
The Scenario:
You met a seller at last weekend's open house. They liked you, exchanged info, and connected on socials, but let you know they’re talking to two other agents before deciding. They’ve set a deadline—choosing someone by 6 PM tomorrow.
You have one shot to lock in the listing (or loan). Which move would YOU make?
Mie’s Phone Call Approach – You pick up the phone. Calm, no pitch. Just Mirroring, Labeling, and Anchoring to guide them to clarity and action.
Brandon’s Slide + Video – You send one clean marketing slide with a quick 3-minute video walkthrough—clear, confident, rewatchable.
Ray’s Social Mini-Campaign – You drop four quick, but relatable and impactful posts over 24 hours that keep you top of mind and top of feed.
Agent or LO—this is YOUR scenario. Real strategies, no obvious favorite. Join us LIVE next Wednesday at 9 AM CST. Vote, learn, win prizes, and see if advanced AI (and your peers) agree with your pick!
Final Thoughts
This isn’t about convincing clients you’re right, or outsmarting them into decisions they’re unsure about.
It's about slowing down, meeting them exactly where they are, and calmly guiding them until THEY discover their solution within the guardrails of your expert guidance.
Read that again.
Now do it with every single client, lead, and conversation your have.
Your deals, your relationships, your sanity, and yes, your bank account will thank you.
Missed the Live?
▶️ Watch the REPLAY (Then join us live next Wednesday at 9:00 AM CST)
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Disclaimer: The content provided in this newsletter is for informational purposes only and does not constitute financial or professional advice. Please consult with a qualified professional and conduct your own due diligence before making any decisions.
P.S. Sometimes I’ll feature products and partners and might make a couple bucks. Just wanted to be transparent, and you can ALWAYS ask me my honest thoughts, my loyalty is to you (unless you wear socks with flip-flops).