Struggling with low-quality real estate appointments or getting ghosted? The real issue isn’t your leads or market — it’s the conversation on the call. Using the TRIS “Clarify & Probe” method helps agents build trust and boost appointment show-up rates. Deep questions uncover real motivation and turn casual interest into committed clients.
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Let’s fix the real problem…
Not enough appointments.
Or worse ... appointments that ghost you.
It’s not your market.
It’s not your leads.
It’s not even your buyer presentation (we’ll get to that later).
It’s what you say, or don’t say, on the call.
Most agents?
They stay surface level.
Use stuff like LPMAMA.
They don’t dig.
They don't connect.
And that’s why their “appointments” are just calendar clutter or non-existent.
If you're not going on at least 10 appointments a week.
How do you ever expect to get to a consistent 24+ deals a year?
Here’s what changes that:
This is where you move from “just another agent”...
To someone they trust enough to show up for.
Let me break it down:
Don’t assume.
Dig.
Use questions like:
✔️ “How do you mean by that?”
✔️ “When you say [X], what do you mean exactly?”
✔️ “Help me understand… what’s behind that?”
✔️ “How long have you been thinking about making this move?”
These uncover context and signal that you’re not there to pitch.
You’re here to help.
This is where the trust gets built.
Where the real motivation comes out.
Ask things like:
✔️ “How long has that been going on?”
✔️ “What’s that look like day to day?”
✔️ “Has that had an impact on your family or lifestyle?”
✔️ “Why is this a priority now?”
✔️ “What happens if this doesn’t get solved?”
This turns a casual interest into an urgent need.
And urgent needs show up.
Tire kickers don’t.
Most agents never do this.
They just push for the appointment too early and wonder why it flakes.
Clarify & Probe fixes that.
It builds real connection fast with people you know and don’t know.
If you want help scripting this out, practicing it,
and booking more appointments with less resistance...
Click “HERE” for the next steps...
This works whether you’re calling leads, referrals, or your own database.
(Especially your own database... we’ll make sure you don’t sound annoying or desperate.)
Cody May & Vikram Deol
:: Founders of Sheridan St.
:: Founders of The TRIS Method
:: Claim Your Free Top Agent Power Pack
:: Uncover Gaps w/ TRIS Hidden Money Compass Score
:: Access The TRIS Training Vault
:: Schedule A Game Plan Session w/ Our Team
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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