Imagine walking into a listing appointment where the sellers have already made up their minds—not to sign anything that night, no matter how compelling your presentation is or how good you are. These aren’t just simple objections; they’re pre-set conditions, often driven by advice from friends, family, or past experiences. Handling these conditions strategically is key to keeping the conversation open and productive.
The Wrong Approach: Pushing Too Hard
You’ve built strong rapport, clearly outlined your process, and everything seems to be moving in the right direction. The sellers are engaged, nodding along, and giving positive signals. But when it comes time to take the next step, they respond with, “We need to think about it.”
At this point, the natural instinct might be to push forward—reiterate the value you bring, reinforce why now is the best time. However, doing so can backfire. Since they made prior conditions to themselves not to sign, pushing harder may feel like an attempt to override their decision, which can create resistance or even frustration.
A Smarter Strategy: Stepping Out
Instead of pushing, give them space for an internal discussion—one where they can reconsider their stance without feeling pressured. A simple and effective way to do this is to step out of the room briefly.
“Sometimes it helps to have a quick chat without me here. Let me step out for a few minutes to take some calls—just wave when you’re ready.”
This approach removes external pressure and allows them to have an open conversation, free from the expectation of an immediate response. Without your presence, they can reflect on what they’ve heard, process their thoughts, and discuss their comfort level privately.
The Outcome: A More Natural Yes
When given this space, one spouse may turn to the other and say, “I know we said we wouldn’t sign tonight, but I actually feel really good about this.” Suddenly, the rigid condition starts to soften. With both parties feeling aligned, they are much more likely to move forward when you return.
By respecting their pre-set conditions and giving them room to navigate their decision, you create an environment where saying yes feels like their own choice—not something they were talked into. And that makes all the difference in building long-term trust and successful client relationships.
Want more strategies? Click here.
