The Questions Realtors Are Asking Right Now

The market has changed.

But perhaps the biggest change isn't what's happening with interest rates, inventory, or home prices.

It's the questions people are asking.

Questions like...

• "Should I even take this listing?"
• "Should my clients buy now or wait?"
• "How are things out there?"
• "Am I the only one feeling this?"

In this episode of The MindShare Podcast, David Greenspan shares the conversations he's been having with Realtors across the country and explains why the questions people ask often reveal far more than the headlines ever will.

From navigating unrealistic seller expectations to understanding the financial pressures facing today's consumers, this episode explores what it really means to lead clients through uncertainty.

David also shares why empathy has become one of the most valuable skills in today's market, how asking better questions leads to better decisions, and why the professionals who thrive over the next few years won't necessarily be the ones with all the answers - but the ones asking the right questions.

Finally, David reflects on conversations with three leading economists and explains why he's optimistic about where the market is heading over the next 12–18 months, while reminding listeners that real success has never come from predicting the future - it comes from helping people navigate it. 

What You'll Learn

• Why the questions Realtors are asking have changed dramatically over the past five years
• How to qualify sellers before accepting a listing
• Why motivation matters more than ever in today's market
• The importance of setting expectations before a home hits the market
• How affordability is affecting consumer confidence and decision-making
• Why empathy has become a competitive advantage
• How to answer the question, "How are things out there?"
• Why certainty has never truly existed in real estate
• The role of a trusted advisor during uncertain markets
• David's outlook on where the Canadian real estate market may be heading over the next 12–18 months

00:00 – The Questions Have Changed

• Why today's questions reveal the emotional state of the market
• Comparing today's conversations with those from the pandemic market

04:30 – "Should I Even Take This Listing?"

• A real Momentum Training conversation
• Identifying seller motivation
• Protecting your time while serving your clients

10:30 – The Conversations That Matter Before Signing

• Setting pricing expectations
• Discussing strategy before listing
• Why leadership starts before the paperwork

14:30 – "How Are Things Out There?"

• What people are really asking
• Why Realtors aren't looking for statistics—they're looking for reassurance

18:00 – Affordability & Empathy

• A personal conversation about rising costs
• Understanding what consumers are feeling
• Why empathy leads to better conversations

23:30 – Nobody Can Predict the Future

• Why certainty is an illusion
• Helping clients make decisions with today's information
• David's perspective after conversations with leading economists

29:00 – Your Challenge This Week

• Listen for the questions
• Use them to improve your business
• Become the advisor people trust when decisions get difficult

Markets will always change.

Headlines will always change.

Consumer concerns will always change.

The best Realtors don't build their businesses around predictions—they build them around people.

Pay attention to the questions your clients are asking.

Those questions reveal where they're uncertain, where they need guidance, and where you have the greatest opportunity to create value.

When you become the person who asks better questions and listens more carefully, your value becomes obvious long before the transaction is complete.