Why 'Do You Know Anyone?' Isn't Working and How to Fix It

Sales is all about asking the right questions, but have you ever noticed how often a simple, "Do you know anyone?" yields a quick and unhelpful "no"? If you've been in the sales game for any length of time, especially in real estate, you've likely encountered this frustrating scenario. Let's dive into why this happens and how a slight tweak in your approach can dramatically improve your results.

Years ago, I attended a CRS course with the incredible Jackie Leavenworth . Jackie's insights were transformative, and one particular lesson has stuck with me throughout my career. She emphasized the importance of how we frame our questions.

The Problem with Closed-Ended Questions

When you ask, "Do you know anyone looking to buy or sell real estate?" you're posing a closed-ended question. This type of question is easy for the brain to answer quickly and with minimal effort. In fact, inside everyone's mind is what Jackie affectionately called "the little idiot," whose sole purpose is to provide a fast response. And what's faster than a simple "no?" Since then, Jackie has changed the name but I still prefer the original "Little Idiot."

This automatic response doesn't serve your goals in sales. It shuts down the conversation before it even starts, leaving you with nothing to work with.

The Power of Open-Ended Questions

Jackie taught me to reframe the question to engage the brain in a more meaningful way. Instead of asking a yes or no question, try this: "Of all the people you know, your friends, neighbors, family members, who is the next person likely to buy or sell real estate in the next six months?"

This open-ended question challenges the brain. The little idiot now has to think and sort through a mental Rolodex of people. By asking "of all the people you know," you're prompting them to consider a broader scope. Adding a time frame ("in the next six months") makes the task specific enough to be manageable, but broad enough to elicit a real answer.

Putting It Into Practice

Here’s an example of how this works in a real conversation:

You: "Of all the people you know, your friends, neighbors, coworkers, who do you think might be the next person to buy or sell real estate in the next six months?"

Them: (pauses to think) "Hmm, you know, I think my Aunt Susie was talking about moving into a condo."

Bingo! You've just opened a door to a potential lead.

Why It Works

This technique works because it turns a simple question into a mini-research project for the brain. Instead of giving a quick "no," the brain is now sorting through known contacts and considering who might fit the criteria. It's more engaging and yields better results.

Conclusion

Reframing your questions from closed-ended to open-ended is a subtle but powerful shift that can significantly enhance your sales conversations. It's a technique that can be applied across various sales contexts, not just real estate. So next time you’re gearing up for a sales call, remember to give the little idiot a challenge. You’ll be surprised at how much more productive your conversations can become.

Thank you, Jackie Leavenworth, for this invaluable lesson. And to my readers, I hope this tip proves as effective for you as it has for me. Happy selling!