Being a trusted adviser in real estate requires more than market knowledge and experience—it  requires a shift in how you communicate with buyers and sellers. 

According to Adrian Bo, the most successful agents don’t act like salespeople. They position  themselves as problem solvers. 

When you approach the conversation with a solution mindset, trust follows. And with trust  comes longevity, repeat business, and referral opportunities. 

Buyers Are Looking to Solve a Problem 

Every buyer is driven by a reason. 

In most cases, they’re not browsing for fun—they’re trying to fix something in their current living  or financial situation. 

Common buyer problems include: 

• A growing family that needs more space 
• Downsizing for lifestyle, financial, or health reasons 
• Purchasing an investment based on financial advice (e.g. negative gearing) 

When you understand the problem behind the purchase, your advice becomes more relevant— and more valuable. 

Sellers Are Also Solving Something 

Sellers don’t decide to list out of nowhere. There’s always a trigger. 

Understanding the “why” behind a seller’s decision allows you to connect with their goals and  guide the process accordingly. 

Typical seller motivations include: 

• Upsizing due to family needs 
• Moving to a specific school catchment 
• Liquidating assets due to financial or personal circumstances 

Agents who take the time to understand the deeper reason behind the sale are better equipped  to offer tailored strategies and win trust early in the process. 

The Shift From Real Estate Selling to Solution Selling 

Solution selling isn’t about manipulation or persuasion. It’s about diagnosing a need and  delivering the best possible outcome. 

To move from salesperson to adviser, Adrian recommends: 

• Asking open-ended questions that reveal client motivations
• Listening closely before presenting options or advice 
• Offering recommendations based on lifestyle and long-term goals—not just property  features 

When clients feel understood, they’re far more likely to follow your guidance, respect your  process, and refer others to you. 

If you’re still approaching your role with a sales-first mindset, you’re leaving opportunity on the  table. 

Every buyer and seller has a problem they’re trying to solve. 

Your job isn’t to sell them something. Your job is to help them solve it. 

When you do that, you’re no longer seen as an agent—they see you as their trusted adviser for  life. 

By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.

More Adrian Bo readings 

How to Scale to a 7-Figure Real Estate Business Without Losing Your Life 

Why 'Price Check' appointments are a missed opportunity for many agents 

How to set buyer and vendor expectations before auction day

How to approach fees without letting them undermine your business