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I started to notice something unexpected in my real estate conversion process. Despite having everything set up—from buyer and seller funnels to the discovery call—I was missing a crucial step that was creating roadblocks rather than smooth pathways for my clients.

For the longest time, I couldn’t figure out why clients seemed to hesitate after initial interest. Then it hit me—the discovery call wasn’t about getting them to book consultations immediately. Instead, it was about pre-qualifying them and setting them up for success. This small shift in perspective started to make a huge difference in my client interactions.

So, I’ve been experimenting with focusing more on that 15-minute discovery call. By pre-qualifying clients and guiding them through the financing process first, the subsequent consultations became more impactful. Clients felt more prepared, and I noticed a big shift in their engagement and trust.

And that’s what today’s episode is all about—those subtle yet powerful tweaks that change the way we approach our real estate workflows. I’m excited to continue refining this process, and I hope sharing my journey sparks some new ideas for you too.

Join our ongoing discussions and explore more tips over at the Business Systems for Realtors Facebook group: https://facebook.com/groups/bizsystems. Plus, if you’re curious about streamlining your client conversion process, check out our 7-Day Funnel Challenge: https://orbit.realestate/cnfin7days

And hey, if you want to learn more about teaming up at eXp, visit: https://alexarosario.com/exp.