I do this 1. Don't thank them for coming in or ask about their agent. 2. Ask immediately what was it that brought them in when they saw the house online 3. What is causing them to want houses that have those features 4. Ask them how long they have been wanting that feature for 5. Then ask them what pain has been caused by the lack of \ 6. Once you have that you now have motivation, pain, goal and they go shit my agent never asked me those or the 3 friends don't even know this. and now you are in to win. 7.