After my Rooted in Revenue podcast episode with Lany Sullivan a few months ago about client intake forms, I implemented my own “compatibility” form here. It’s been a game-changer! Directing prospects to fill out this form as a first step has streamlined my process, allowing me to come to initial meetings with clarity about where they are in their business, what their priorities should be, and opportunities we might explore together.
But not every story has a perfect ending. Here’s an example that highlights why having this form is so important.
“Bob” (name changed for privacy) reached out to work with me. He’s a real estate broker with decades of experience but lacked the foundational tools to support his business: no website, logo, branded email, or business cards—just an MLS profile and a couple of basic professional profiles.
Bob’s primary concern was generating new clients and leads, as his previous network had dwindled. He admitted to struggling with technology but trusted me because of glowing recommendations from mutual contacts.
I directed Bob to fill out my compatibility form and offered a complimentary hour-long consultation to review his situation and explore how we might work together.
He filled out the form, though many fields were blank or marked “no,” which was fine—it gave me a starting point. Afterward, I emailed him to schedule the consultation.
When we met, I reviewed his form and gave him a straightforward action plan:
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- Secure a domain.
- Set up a branded email account.
- Create a logo.
- Build a basic website.
To my surprise, Bob resisted every step, claiming these suggestions were either unnecessary or too much effort. He shared that the email issue had only come up in a recent Zoom meeting, to which I reminded him I’ve been gently suggesting these steps for years. Despite this, his response was a sigh and a grumble:
“What else you got?”
I reiterated that these foundational items are non-negotiable for building a sustainable business in today’s real estate market. Without them, there’s no way to market or grow effectively. His reluctance persisted, with another “What else you got?” and he eventually concluded that retirement might be a better option.
While this story might sound unusual, it’s a prime example of why compatibility forms matter. They save time, set clear expectations, and ensure I’m working with clients who are ready to invest in their growth.
For those of you navigating similar challenges, I highly recommend exploring Lany Sullivan’s process for developing intake forms—it’s been a valuable tool in my business. You can connect with her through her own intake form [here]