- The Agent Launch
- Posts
- Why You’re Getting “Think About It” Instead of “Let’s Do It”
Why You’re Getting “Think About It” Instead of “Let’s Do It”
Real Estate Plan of the Week In Your Inbox Every Sunday
Magali Pattison
August 03, 2025
You didn’t lose that lead because they were “just looking.”
You lost them because you never closed the moment.
Be honest: How many conversations last week ended with:
“Sounds good, we’ll let you know…”
…and then nothing.
They didn’t ghost.
You didn’t close.
Here’s what most agents do:
They have a great call.
Build trust.
Share value.
Then they end with…
“I’ll send you a few homes…”
“Let me know if anything stands out…”
“We’ll talk soon!”
And just like that:
You hand the steering wheel back to the prospect
You go from trusted advisor… to polite assistant
You get ghosted
Let me be blunt:
If you’re not closing for a clear next step on every single call.
You’re not in sales, you’re in customer service, hoping someone calls you back.
The top agents don’t follow up.
They lead forward.
And it starts with one skill:
Closing with certainty.
This week, I show you how to do it with the same scripts and strategy used by the highest-converting ISAs in the country.
Step 1: Recap What They Told You
“So just to make sure I heard you right — you're looking for a home near Langley, under $450K, with a fenced yard and space for your parents to visit long-term. Did I get all that right?”
Repeat their words back to them. Make them feel heard.
Trust isn’t built by talking — it’s built by listening well and proving it.
Step 2: Compliment Something About Them
Not “Thanks for sharing” or “You’re making my job easier.”
That’s weak.
Try this instead:
“You were just an absolute pleasure to speak with on the phone.”
“You have a great way about you. I’ve got a legit smile on my face right now.”
People lean in when they feel respected.
Step 3: Lead the Next Step. Don’t Leave It Open.
Here’s how to close:
“Let’s do this, let’s hop on a quick 15-minute Zoom. I’ll walk you through the exact steps our clients use to win in this market, and give you a game plan you can follow especially if your timeline is a few months out.”
“Is tomorrow at 5:30 PM or Thursday noon better?”
Now pause.
Let them answer.
Silence is power.
Step 4: If They Push Back, Loop. Ask again
Them: “We’re still in the early stages…”
You:
“Totally get that. Can I ask — what would need to happen for you to feel ready to take the next step?”
That’s your cue to go back into discovery, then re-close:
“That’s exactly why a quick strategy session is helpful. It’ll give you a full understanding of how everything works so when the timing is right, you’re ahead of the curve.”
Then offer the time again.
Pro Move: Close 3 Times per Call
Most agents ask once and fold.
The top 1% go 3–5 rounds: calmly, respectfully, and with curiosity.
Every “not yet” is just a signal to get more clarity… and go again.
Steal This Script
“Here’s what I’d recommend based on everything you shared:
Let’s jump on a 15-minute Zoom. I’ll show you the full process, give you a clear plan, and walk you through what our winning buyers are doing right now.”
“Does tomorrow at 5:30 PM or Thursday at noon work better?”
Say it like a doctor giving next steps, not like someone hoping to be picked.
Already have a closing script that crushes? Send it in and we’ll feature it on a future newsletter!
Make every day count 🚀
Magali
PS: Make your call the best part of someone’s day.
Magali Pattison
Envision VA Home | Agent Launch
Virginia | Nationwide
https://envisioneers.us/careers
📩 Rate This Email: |