Your Clients Are Lying, You're Buying It, And It's Costing You Big Time
Apr 13, 2026
Have you ever asked a significant other how they're doing and they reply "fine…"?
I think we've all been there (or said that ourselves).
And we know that's not the whole truth.
If you have a good sense for things, you'll know to carefully ask some additional questions to find out what's really going on.
Similarly, your clients are doing the same thing and it's where most Realtors get it wrong.
In fact, when you believe the lie they tell you, it costs you the deal, future referrals, and makes you doubt yourself.
🤔 Tell me if you can relate to this:
You meet with new clients and they tell you they want to know the details.
You know, what's the process? What's your background? How's the market?
So you focus on showings, houses, negotiations, and inspections when talking to prospective clients.
You go on about the marketing plans and power of your brokerage to try and woo them.
Only they let you know they've decided to work with another agent a week later.
Or worse, they run you around town to look at everything, but buy nothing.
EHHHHH. You fell for the lie. 🙅♂️
Don't get me wrong, those things technically matter, but it's what everyone else is talking about and not what your clients really want deep down.
What your clients really want from you. 😲
The truth is, your clients don't care about the 24 steps to homeownership.
They want 3 things from you:
- Clarity
- Confidence
- and Support
What they really want deep down is to know what to expect, make a decision without fear, and feel like they're not alone while doing it.
And a big part of that is being able to explain the market simply so they know you're the expert they need - especially in today's market.
How to give them what they really want. 👍
Chances are good, you're doing a fraction of what you could be doing in your business because you aren't building one designed to wow your clients with what they really want.
So, the obvious question is how do we give them those three things?
Here are a few ideas for you:
- 🔍 Clarity: Ask more questions and over time you'll get more clarity. Instead of scripting answers, I think we should script better questions using our experience to guide our clients to what really matters.
- 😎 Confidence: Our clients want to know that we have what it takes to help them accomplish their desired outcome. You've got to have specific expertise related to their needs so they trust you and know you're the expert they need.
- 🤝 Support: This is where the human you comes into play. Are you (and your team) someone who can connect with your clients so that they know you've got their back? Slow down and make sure you're getting eye-to-eye with your people.
And when you make sure you're checking these three boxes with every client, you'll start getting powerful success stories and loyal customers.
This week, shift your conversations with your clients to make sure you're hitting these three buckets.
Email me when you break through with a client using these techniques so we can celebrate!
Dr. Alex Stewart
Founder
🤫 P.S.- These wants aren't limited to just our clients.
We need these three things for ourselves, too!
This is a big part of what I provide to my coaching members in Market Insiders.
So, if you're in Florida and want to learn more about working with me, click here to get started.
Your clients are asking bigger questions. Market Insiders helps you answer them.
You've built a solid business. Your clients trust you and your referrals are consistent. But the conversations have shifted. Rates, the economy, where things are headed — they want your read, not just your service.
Market Insiders gives you a clear vision of what's happening in the market (locally and nationally) and how to talk about it with confidence. Monthly insights, tools you can use directly with clients, and a group of serious Northeast Florida agents producing at high levels.
"If I didn't have Market Distillery in my life, I would not feel this confident. I know what I'm talking about. I have context. I have things I can show." — Kate C., Market Insiders Member
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