Steve Olson
• 13 min
How to have the money conversation with your Real Estate clients and prospects
Your Brand with Steve Olson
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Let’s talk about something that makes most agents squirm.
Money.
It’s the part of the client conversation that tends to get rushed, skipped, or handled with clunky language that kills trust before it even has a chance to form. I’ve been there too. I’ve stumbled through those early days, trying to sound confident while asking about financing and pre-approvals and watching the energy in the room shift.
But here’s what I’ve learned over thousands of calls, role plays, and live client meetings.
The way you talk about money sets the tone for everything else.
This is not about being aggressive. It’s not about pushing someone to talk numbers before they’re ready. It’s about creating enough safety and clarity that your clients actually want to engage in the process.
Most agents still lead with a version of “Are you pre-qualified?” They think they’re being efficient. What they’re actually doing is putting a wall up between themselves and the person they’re trying to help. That wall might be small. It might be invisible. But I promise it’s there. And once it’s up, it’s hard to take down.
The good news is, this can be fixed. Easily.
I use a simple framework to make the money conversation feel natural. It’s something I use across all formats — calls, buyer consultations, open houses, even casual chats with warm leads. It doesn’t require memorization. It doesn’t rely on buzzwords. It’s just a better way to ask better questions.
I want you to think of it like this.
When a client feels safe enough to talk honestly about where they’re at, you’re no longer chasing them. You’re guiding them. You’ve stepped into the role of advisor, not salesperson. That shift changes everything.
In this podcast episode, I walk you through the mindset that drives this process and share the exact sequence I use. Again, this is not about being slick. It’s about being human and helpful while still moving the deal forward.
If you’ve ever felt uncomfortable asking about money, this episode is for you. And if you’ve ever lost a lead because they went silent after that first call, this will give you the confidence to approach the next one differently.
This is one of those skills that separates agents who survive from agents who scale.
So if you’re serious about improving your conversations and creating a smoother path for your clients, give it a listen.
Let me know what resonates.
