“Waiting” is one of the most common reasons buyers and sellers use when they’re undecided. It’s also where most agents completely drop the ball.
But there are real, tangible ways you can keep delivering value and stay in communication while people are in that waiting phase.
I was talking with my mentor this week, who’s still actively selling real estate at a high level. He was recently one of three agents interviewed for a listing at a great price point. After the meeting, he followed up using a few simple strategies I’ll walk you through here, and he got the listing signed.
The seller later told him something that should make every agent uncomfortable: they never heard from the other two agents again after the meeting.
No follow-up calls. No texts. No emails. Nothing at all.
That is malpractice as a real estate agent, because we know the fortune is in the follow-up.
What I want to show you are simple ways to stay relevant and help people while keeping yourself top of mind, without falling into the lazy habit of just “checking in.”
#1: Send Video CMAs (to Buyers and Sellers)
Sending a video market analysis works for sellers and buyers. This can be done for a seller you met last year who’s thinking about trying to time the market into the spring.
Imagine sending them a video update. The market can change over 12 months. People want to see photos.
This is a way to stand out by preparing something that actually delivers value.
Here’s how that sounds:
“Hey, Mr. and Mrs. Seller, I know we met last August, and your plan is to talk closer to March or April of this year. I wanted to give you an update on the market.
“Here are three recent sales that have happened, and I’m going to walk you through how they’re similar and different from your home.”
Then you walk them through it on video using MLS data.
Using Video With Buyers
The same thing works for homebuyers.
Rather than just sending comparables, walk them through on a video. Use a screen recording app. I use BombBomb, but youcould use Loom or your preferred screen recording app.
This allows you to say, “This home was larger. This was smaller. This had an updated kitchen,” and so on.
All of this keeps you relevant while delivering valuable information.
Remember, there are three ways to deliver value as a real estate agent:
- Educational value
- Tangible value
- Emotional value (Happy Anniversary, Happy Birthday, etc.)
#2: Set Up Automated Property Alerts That Actually Help
Next is automated market updates: e-alerts, property drips, or whatever you want to call them. Buyers want to know what’s coming onto the market.
When you send regular updates:
- Send buyers real-time or daily updates
- For sellers, determine the timing depending on their time frame
You’re delivering the information so they don’t have to find it themselves. There is no worse call than a buyer saying:
“Hey, I found this property on my own. Why didn’t you send it to me?”
By sending these updates the right way, you’re again delivering value.
People want to know about properties. They don’t care about you. They care about selling their home for a great price or buying a new one.
Best Practices for Setting Up E-Alerts
Use location first:
- School district
- Town
- Township
- Municipality
Add home basics:
- Price range
- Minimum bedrooms
Leave everything else blank. The more filters you use, the more properties you cut out.
Add property type:
- Single-family
- Townhome
- Whatever they’re looking for
And personalize the subject line:
“John and Tina’s new home search from Tom Toole at RE/MAX”
“Lower Merion sales activity from Tom Toole at RE/MAX”
That’s what shows up in their inbox.
#3: Help Sellers Get Ready With Home Prep Advice & Vendor Referrals
This one is geared toward sellers, and it works really well. It’s home prep advice and vendor referrals.
One of the biggest stressors for sellers is getting their property ready:
- Movers
- Painters
- Electricians
- Contractors
When you have those resources ready to send, you’re delivering tangible value.
Use referral language like:
“I can’t guarantee their results. They’ve helped a lot of other folks I’ve worked with. You should probably talk to a few people.”
This works for:
- Contractors
- Lenders
- Title companies
- Any referral
It takes the stress out of finding help. There are a lot of bad contractors out there. And when you or your team give clear guidance on how to get the home ready, that’s also tangible value.
This is a major point of difference, and it’s often what delays sellers from hitting the market.
#4: Introduce Lenders Early
A lender introduction is different from a vendor.
Buyers need to:
- Check their credit report
- Source deposits
- Get approved
- Have the letter in hand when making an offer
Use this language when introducing lenders:
“Here are three lenders to talk to. I can’t guarantee results. They’ve helped a lot of our clients. You should probably talk to all three.”
When buyers find the right home, they need to be ready to act, and having a trusted lender is a big part of that.
#5: Know the Paperwork
Getting the paperwork right is tangible value and educational value for your clients. If you don’t understand the forms, you can’t tell people what’s going to happen.
Clients ask:
- What happens with the home inspection?
- How do the timelines work?
- How long do I have to make a deposit?
- Who pays for oil in the tank?
These are common questions. If you haven’t read the agreement of sale and don’t understand your state timelines, you’re operating at a disadvantage.
When you know the forms, you can answer confidently.
Using a Numbers Plan
In Pennsylvania, we’re required to provide a written cost estimate, which I call a numbers plan.
That means:
- Sellers know what they’ll walk away with
- Buyers know what they need to close
- Buyers know where their payment lands
This helps educate the consumer. It also ensures:
- You’re following licensing law
- Forms are done correctly
- Your compensation is locked in
Every state is different. You need to know your paperwork.
Keep Delivering Value
Consumers have questions all the way through the process.
When you deliver value while they’re waiting (educational value, tangible value), you make yourself the obvious choice to be their agent.
So, when you get the waiting objection, don’t disappear. Follow these five steps:
- Video market updates
- Automated property alerts
- Home prep advice and vendors
- Lender introductions
- Paperwork mastery
Do this every single time, and you will sign more.
