Before You Open Doors: How to Lead a Buyer Strategy Session Artwork

The Double Duty Agent® Podcast with Carla Higgins

The Double Duty Agent® Podcast with Coach Carla is for real estate agents who are building their business alongside another career, family responsibilities, caregiving, school, or a full life.

If you have ever felt behind, overwhelmed, inconsistent, or unsure how to make real estate work with the time you actually have, this podcast was created for you.

Coach Carla Higgins, founder of Double Duty by Design™, helps busy agents turn limited time into focused, income-producing action so they can build a real estate business that fits their life and helps their license become a path to income, freedom, and confidence.

Each week, you’ll get practical coaching, mindset support, real agent stories, and simple systems to help you focus on what matters most: conversations, appointments, clients, closings, and income.

This is not about hustle, comparison, or building your business like everyone else. It is about building by design.

You are not behind. You are building.

All Episodes

The Double Duty Agent® Podcast with Carla Higgins

Before You Open Doors: How to Lead a Buyer Strategy Session

August 05, 2026 • Season 3 • Episode 15

0:00 | 35:36

A strong buyer relationship does not begin with a showing. It begins with a conversation that creates clarity, sets expectations, and gives both you and the buyer a plan. This podcast is for the real estate agents building their dream life and business on their terms, especially if you're working another job, raising a family, or building it all at once. In this episode of the Double Duty Agent Podcast, Carla walks through the conversations that belong in a Buyer Strategy Session and explains why this appointment should happen before the first showing. When a buyer sends you a house and asks to see it right away, scarcity can make you feel like you have to drop everything and open the door. But showing homes before you understand the buyer's financing, timeline, priorities, decision-makers, and expectations can create confusion for everyone. The Buyer Strategy Session helps you move from reacting to guiding. It creates the foundation for a professional client relationship and helps the buyer understand the process before pressure and emotions take over. You'll learn: • Why the Buyer Strategy Session is the bridge between a real estate conversation and a professional client relationship • The questions to ask about motivation, timeline, financing, decision-making, priorities, and concerns • How to uncover what would create a five-star experience for the buyer before explaining your value • How to explain the buyer journey without overwhelming the client • How to set clear expectations around showings, communication, availability, open houses, and new construction • Why Double Duty Agents do not need to apologize for having defined showing hours and communication boundaries • How to connect your value directly to what the buyer said matters most • How to end the appointment with a readiness question, a clear next step, and the Magic Question Coach Carla also shares the Buyer Strategy Session closing flow: Recap what matters. Connect your value. Confirm the next step. Ask the readiness question. Ask the Magic Question. End with clarity. "The first step is not opening the door to a house. The first step is opening the conversation." Where are you currently reacting to buyer requests instead of leading the relationship? What is one conversation you need to add to your Buyer Strategy Session before your next showing?

Send us Fan Mail