hen a property owner says they just want to “get an idea on price” but aren’t ready to sell, many agents brush it off. But as Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions, explains, these appointments are some of the most valuable opportunities in real estate—and too many agents are missing them.
Don’t Dismiss the ‘Not Ready Yet’ Clients
It’s common to hear agents say:
“I don’t do market appraisals unless it’s a listing opportunity.”
But this mindset, Adrian believes, is a mistake. Why? Because today’s ‘not ready’ client is tomorrow’s motivated seller. And if you’re not the one who took the time to meet with them early, you’ll be replaced by the agent who did.
Even if they’re not listing now, these appointments allow you to:
- Build rapport
- Offer real value
- Establish trust
- Create a face-to-face relationship that lives in your CRM
Shift Your Focus to Relationship Building
Rather than viewing these as time-wasters, treat them as “escalated contacts”—a term Adrian uses to describe any database entry that goes beyond a name, number, and email.
When you meet a homeowner in person—even just for 10 to 20 minutes—you move from a name in the system to someone they’ve shaken hands with and had a real conversation with.
That changes the tone of every interaction going forward.
Your follow-up emails, SMS messages, and phone calls aren’t cold—they’re familiar, meaningful, and far more likely to convert.
Be Proactive with Nurture
Once you’ve had the meeting, the work doesn’t stop there. These clients should be added to a structured nurture sequence that includes:
- Monthly or quarterly market updates
- Occasional check-in calls
- Relevant, localised insights about their suburb or street
- Invitations to community events, auctions, or webinars
Because the reality is, everyone’s motivation changes. Life circumstances shift. And when they do, they’ll remember the agent who showed up early—not the one who said, “Call me when you’re serious.”
Meeting a property owner who just wants a price guide isn’t a waste of time—it’s a window to future business. By treating it as a genuine opportunity to build a relationship, agents can gain long-term pipeline, repeat business, and referrals from clients who weren’t even looking to sell in the first place.
By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.