Let’s be honest. If you’re a real estate agent and you’re struggling to get new clients in 2025, you’re not alone. Most agents today face a harsh reality: the traditional approach to sales is outdated, ineffective, and frankly exhausting. The good news? The problem isn’t your market or your leads. It’s your mindset and how you approach the sales conversation. In this article, we’ll unpack seven common lies holding agents back and reveal how top producers shift the dynamic and take control.

The 7 Lies That Keep You Client less (And the Truth That Sets You Free)

1. Lie #1: You Have to Convince People to Buy from You One of the most damaging myths in real estate sales is the belief that you must persuade clients to work with you. That’s not sales it’s pressure. High performing agents don’t persuade. They ask powerful, Socratic style questions that guide prospects to realize their own needs and take action. Instead of saying, “Let me tell you why you need to list with me,” they ask, “What’s your current challenge with your property?”

Top Tip: Great salespeople create self persuasion. When the client says it, they believe it. Your job is to lead them there.

1. Lie #2: Listening is the Most Important Sales Skill Yes, listening matters but it’s how you listen. Amateurs listen to talk. Pros listen to understand. They’re not just hearing words; they’re identifying pain points, red flags, and emotional cues. Ever heard “call me back in a few months” and thought it was interest? That’s the drug of hope also known as hopium and it’s killing your pipeline.

Example: A top agent hears “call me back later” as a red flag, not a win. They dig deeper, qualify harder, and get the truth.

1. Lie #3: Sales Is About Getting to ‘Yes’ Ironically, trying to force a ‘yes’ often leads to a ‘no.’ The harder you push, the more resistance you get. It’s human psychology people push back when they feel their freedom is threatened. The elite agents don’t chase yes; they create space for the prospect to want to say yes by presenting the option of saying no.

Technique: Use the "push pull" approach. Say, "You probably aren’t looking to make a move right now, right?" Watch how clients lean into the conversation when they feel no pressure.

1. Lie #4: The Prospect Decides if You Get the Business Most agents give all the power to the client. But if there are thousands of homes sold this year and only one you, who really has the leverage? Treat your business like a two way street. You should be interviewing the client just as much as they’re evaluating you.

Action Step: Screen for motivation, price flexibility, and reasonableness. Say, “Would it be fair if I told you I’m not the right fit if I don’t think I can meet your expectations?”

1. Lie #5: Objections Should Be Handled After They’re Raised Stop waiting for objections serve them up first. Objections aren’t a surprise. For Sale By Owners don’t want to pay a commission. New agents get asked, “How many homes have you sold?” If you know it’s coming, lead with it. When you bring up the objection before they do, you disarm it.

Script: “You might be thinking, ‘He’s new how can he help me?’ That’s fair. Let me show you what I do differently because I have something to prove.”

1. Lie #6: The Close Happens at the End The best agents close in the first five minutes. How? By setting the rules of engagement. At the start of the meeting, they establish expectations, give permission to say no, and define what “think it over” really means. There’s no pressure at the end just a reminder of what was agreed at the beginning.

Structure for Every Listing Appointment:

• Agree on the length of the meeting
• Ask permission for brutal honesty
• Set mutual expectations for decision making
• Get agreement on what happens if there’s no fit

1. Lie #7: Discounting Helps the Client Discounting your commission hurts you and your client. Lower fees mean fewer resources, less marketing, and less time per client. That means worse results. When you discount, you attract clients who don’t value your service and will demand more while paying less.

Insight: Premium pricing positions you as a premium professional. It filters out price shoppers and attracts clients who value outcomes over savings.

Extra Insights: The Mindset of Elite Agents in 2025 Top agents in 2025 are no longer “salespeople.” They are advisors, consultants, problem solvers. They don’t beg for business. They control the frame, qualify hard, and communicate with clarity and confidence. They focus on:

• Generating inbound interest through authority positioning
• Using scripts that create clarity, not pressure
• Building rapport through truth and transparency
• Knowing when to walk away from bad clients

Conclusion: Want More Clients? Change the Game If you’ve been wondering why you’re not getting new clients, it’s time to stop blaming your leads and start transforming your approach. Real estate is no longer about being the most persuasive. It’s about being the most authentic and strategic.

Start by dropping the lies. Master the skills. And position yourself as the trusted expert clients choose not the agent begging for business.

CTA: Apply one of these mindset shifts today during your next call or appointment and start building a pipeline full of quality clients.

FAQ:

1. What’s the biggest mistake agents make when trying to get clients? Believing they need to convince people to work with them. Persuasion doesn’t convert self discovery does.
2. How do I know if a lead is serious or just being polite? Ask deeper qualifying questions. Don’t settle for “call me later” ask if they have an agent they plan to work with.
3. Is it really okay to charge more than my competitors? Yes. Premium pricing signals quality and filters out the wrong clients.
4. Should I still prospect if I’m doing a lot of marketing? Absolutely. Marketing creates awareness, but prospecting creates appointments. Use both strategically.
5. What’s a simple change I can make right now to get better results? Start your next sales conversation by giving permission for a “no.” You’ll build trust and reduce pressure instantly.