Do the Work Before the Work in Real Estate

In real estate, preparation is everything. Phil Jones’ book Exactly What to Say reminds us to do the work before the work and I recently put that lesson into action.

A seller came to me after their home sat on the market for 30 days with no offers. Instead of assuming their motivation, I prepared thoughtful questions ahead of our meeting. By slowing down and listening, I learned their true urgency was getting their kids settled before school started in Dallas.

With a clear plan, we listed their home, received four offers in one day, and closed within 30 days. They moved on time and left a 5-star review.

The takeaway: slowing down to ask the right questions builds trust and leads to better results.

👉 Watch the full video to hear the complete story and how you can apply this strategy in your business.