Most agents “qualify” leads by asking one question:

“Are you thinking about buying or selling soon?”

That’s not qualifying — that’s rushing the relationship and disqualifying people who could become some of your biggest advocates.

In this episode, I’ll show you how top real estate agents qualify conversations based on relationship value, not just lead intent. You’ll get a practical framework you can use in every conversation so you know which relationships are worth investing in long-term.

You’ll learn:

✅ Why leads don’t build your business — relationships do

✅ How to move away from intent-based qualifying (“Are you moving soon?”)

✅ The NOW → SOMEDAY → GAP framework to uncover real goals

✅ How to spot the hidden value in “not yet” clients: referrals, future deals, and brand equity

✅ A 6-step conversation roadmap plus an internal “relationship check” so you know who to actually nurture

When you start qualifying the relationship — not just the lead — you give every conversation a real chance to turn into business, whether that’s today, next year, or through the people they refer to you.

Comment “FRAMEWORK” if you want my full relationship-first conversation scripts and follow-up plan.

📌 Chapters

0:00 – Intro

0:08 – The Myth: You Need More Leads

2:11 – Rapport Over Scripts

5:19 – Conversations → Value → Referrals

7:24 – Finding Real Pain Points

13:59 – The Hidden Sales in Every Interaction

17:58 – The New Conversation Framework

19:01 – Action Plan

📕RESOURCES🔗

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Jeremy Kane is a licensed Realtor® in Littleton, Colorado with EXP Realty and a member of the Wolf Pack Organization. The opinions shared on this show represent the opinions and values of Jeremy Kane and do not necessarily represent the opinions and values of EXP Realty or the Wolf Pack Organization. The opinions and ideas shared in this podcast do no guarantee or promise any results of success to the listener.