How To Get Homebuyers Off the Fence and Into a House

By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

In today’s real estate market, many agents face a common challenge: buyers who show interest but aren’t ready to take the plunge. You may have buyers who regularly contact you, request property alerts, and even identify homes they like, but they remain hesitant to make an offer. This hesitation can persist despite time passing, whether it’s after the election or as the end of the year approaches. So, what’s going on when buyers are stuck in this in-between space?

Unanswered questions. When buyers are on the fence, it typically means they have unresolved questions. It’s important to ask open-ended questions to uncover these concerns. Instead of assuming their hesitation is due to the same questions they’ve already asked, try asking, “What else do you need to know to feel confident moving forward?” By initiating a deeper conversation, you provide them with the opportunity to voice any doubts they may not have shared yet.

Less telling, more showing. When addressing a hesitant buyer, it’s crucial to move beyond simply telling them about a property and to show them the value with solid data. Instead of saying, “This is a great property,” share facts like a comparative market analysis (CMA) or recent sales trends of similar homes. Showing them how the property’s value is backed by real data can give them the confidence they need to proceed.

Suggest action. Some buyers hesitate because they’re waiting for direction on what to do next. By suggesting that they make an offer, you can help them move past their indecision. A simple prompt like, “If we were to make an offer, where would you come in?” can motivate them to take action. Even if they’re not fully ready, this helps move the process forward and gives them a clear next step.

To move a buyer off the fence, focus on uncovering their hidden questions, providing clear evidence, and offering actionable steps. When buyers are hesitant, it’s usually because they still need some additional information. If you need further guidance, don’t hesitate to reach out. Contact me at (843) 457-7816 or email greg@c21harrelson.com. I look forward to hearing from you!