Getting Ghosted!
One of the most common questions I get from agents sounds like this:
“Coach, my sellers are ghosting me. What do I do?”
If that’s you right now, don’t panic. It’s likely not personal, t’s probably just how you’re approaching the conversation.
Let me explain.
If I ran a retail store, I’d train my team to never ask, “Can I help you?”
Why?
Because that question triggers a defensive reaction. We’ve all been there, we walk into a store, get hit with that question, and immediately say, “Just looking, thanks.”
Because that question triggers a defensive reaction. We’ve all been there, we walk into a store, get hit with that question, and immediately say, “Just looking, thanks.”
We’re not being rude. It’s just a built-in response to what I call a “Big Commitment Question.”
And unfortunately, real estate is filled with these:
“Would you like a home value report?”
“Are you planning to sell this fall?”
“What’s holding you back from buying right now?”
These sound like good questions, but they often backfire. They make people feel like they’re being pushed into a commitment, and when that happens, we get the cold shoulder or no response at all.
So how do we fix it?
Simple: use hypotheticals.
Here’s what that sounds like:
“Let’s say we mapped out a game plan, do you have a number in mind that would make a move worth it?”
“This might feel out of the blue, but what’s the chance you’d consider selling if the right offer came along?”
“I’m asking all my clients this, if the right offer came in, is there a number that would make you seriously consider it?”
See the difference?
You’re still asking the same core question, but in a softer, safer way. You’re not forcing them to commit, you’re just inviting them to explore a possibility. Let them open up, and start a conversations. And more conversations lead to more sales.
So if your outreach is falling flat or you’re getting ghosted, don’t blame the market. Just change your approach.
Have a productive week ahead!