Re-Energizing Stalled Buyers 

Hi Southwest Region Leaders and Associates,
This week’s coaching tip is focused on re-energizing buyers who have stalled in their search — helping you turn hesitation into action and move them closer to their dream home!

Market Reality Check: Waiting Can Be More Expensive Than Acting

Many buyers assume holding off will save them money — but more often, the opposite is true. Home prices in high-demand markets rarely go down, and waiting even three to six months can mean paying thousands more. A small bump in interest rates — even just a quarter percent — can make a noticeable difference in a monthly payment. While hesitant buyers wait for the “right time,” others are already moving into the homes they wanted. The takeaway: the cost of waiting almost always outweighs the cost of taking action today. Guiding buyers to see this clearly is one of the greatest services you can offer.

Tactical Playbook: 5 Ways to Reignite Buyer Motivation

 Remind them what they’ve missed. Sometimes, the reality of a “lost opportunity” sparks the urgency they need.
 Lead with facts, not feelings. Share simple comparisons showing monthly payments at current rates versus if rates rise slightly.
 Redefine ‘perfect.’ Many buyers pause because they’re chasing perfection — help them see that the perfect home becomes perfect after they make it theirs.
 Provide structure and support. Weekly check-ins or tailored alerts help clients feel guided instead of pressured.
 Share wins. Real stories of buyers who acted decisively and gained equity can inspire others to do the same.

Action Challenge: The 72-Hour Buyer Reboot

Choose three inactive buyers this week and make it your goal to reconnect. Start with a personal call using a simple opener:

“I don’t want you to miss out — in the last couple of weeks, several homes in your range have sold. Let’s reconnect and create a plan so you’re ready when the right one appears.”

Follow up with a quick email comparing payments now vs. if rates rise slightly, to make the cost of waiting tangible. Then, offer a brief 20-minute strategy session — even over Zoom — focused on restoring their confidence, clarity, and momentum.