VIDEO BLOG
Every REALTORⓇ has had it happen.
You’re working with a buyer or seller lead, the conversation seems promising, and then suddenly… silence.
No returned calls.
No text back.
No next step.
So what do you say when a prospect ghosts you?
One simple phrase can help restart the conversation:
“Have you given up on…”
For example:
“Have you given up on buying a home in Barrington Hills?”
“Have you given up on selling your condo?”
“Have you given up on finding the right luxury property?”
This works because it is direct, but not aggressive. It gives the prospect an easy way to respond, clarify, or recommit.
During a recent training in Hollywood, Florida, Michael LaFido shared this strategy with a group of agents. One agent used it during lunch with a seller who had gone quiet after signing a listing agreement but had not completed the final initials needed to begin marketing the property.
Her message was simple:
“Have you given up trying to sell your condo?”
Within 37 minutes, the seller responded.
That is the power of the right question.
When leads go cold, many agents either over-follow up or give up too soon. But luxury real estate requires consistent, strategic communication. Sometimes the difference between a lost lead and a renewed opportunity is one well-positioned message.
The takeaway is simple:
Before you assume the lead is dead, ask the question.
Have they given up… or do they just need a reason to re-engage?
