...the advice you should be using is "Always be asking questions".
There’s a big difference between a client who isn’t ready and a client who isn’t interested.
And too many agents treat them exactly the same.
I recently discussed this with my friend Tiffany Nyiri, Lender in Southern California, on Martinis & Mentors.
Tiffany brought me an all too common scenario:
A young first-time buyer had gone through the process, qualified, talked with the agent—and then suddenly said she wanted to put everything on pause.
The easy reaction?
Try to overcome the objection.
Push for the appointment.
Convince her that now is the time to buy.
I think that’s exactly the wrong approach. You really can not CONVINCE anyone of anything in this industry.
Also, always trying to "close" them is a terrible approach.
Instead, I started asking Tiffany questions in our role play.
What do we actually know about these buyers?
What changed?
What are they nervous about?
What information are we missing?
Because when someone pulls back, there is usually more underneath the surface than “the market.”
And your job isn’t simply to get them into a transaction.
Your job is to understand what’s really happening and advise them on how to make a good decision.
That requires something our industry could use a little more of right now:
Patience.
“the more abundance of clients we have, the more patience we gain with the ones that aren’t quite ready.”
The agents who have enough business don’t have to force every prospect to move today.
They can ask better questions, stay in the relationship and be there when the client is actually ready.
In this episode, Tiffany and I unpack exactly how I would handle this conversation—and why slowing down can actually make you a much better salesperson.
How to Handle a Buyer Who Hits Pause
🎙️ Watch or listen to the episode below...
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In this episode, we're talking with Tiffany Nyiri, a veteran lender, we talk out a real live client scenario, a hesitant first-time buyer couple, wanting to put the loan qualifying and buying process on hold— we’ll show exactly how to respond, what questions to ask, and why slowing down is actually your biggest competitive advantage right now.
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