Picture this: You’ve just received a call from a potential vendor.
They sound enthusiastic, ask great questions, and request you come around for a listing presentation.
You spend hours preparing a comprehensive market analysis, practising your pitch, and driving across town with high hopes.
After a lengthy presentation, they thank you politely and say they’ll be in touch.
Three days later, they call to say they’ve “decided to go with another agent”—one who charges less commission.
Many agents repeatedly find themselves in this frustrating cycle, giving away free advice and valuable market insights only to lose the listing to someone who hasn’t invested nearly as much effort.
Enter Steve Schull
This concept of “The Favourite or The Fool comes directly from renowned real estate coach Steve Schull”, who recently shared his revolutionary framework on the Elevate podcast.
As Steve explains, the entire industry sometimes operates on a false premise—that agents win or lose business based on their value proposition and ability to articulate that value.
The truth is far simpler: Most potential sellers have already decided who they’ll work with before the first meeting.
The “Favourite or Fool” framework designed by Steve in partnership with FBI Hostage Negotiator Chris Voss gives you a practical system to identify your position before investing hours in preparation. Annnnd…. it helps you protect your time and increase your conversion rate by effectively qualifying leads.
There are so many AI Note-takers available these days that I wondered if you could have the conversation that Steve recommends in this video, analyse it via AI, and strategically plan your next move.
Turns out you can: I came up with a Favourite or the Fool prompt, put a recording of a training role play into Claude, and it analysed my conversation pretty well 
I then went further with Claude and got a full assessment of where I was (the fool!), what my next steps should be, and what my dialog should look like.
However, can I also say a) you are better off knowing so you can learn and get better and b) it’s better to also have a strategic next step rather than just “touching base” 
If you’re unfamiliar with the Favourite or the Fool – here’s a video – feel free to speed up for efficiency.
The Client Qualification Prompt
What You’ll Need:
- A transcript or detailed notes from your initial client conversation
- A detailed prompt which you’ll use to analyse your transcript (below)
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*This article was originally published by AI Powered Agents and can be read in full here.