The Follow-Up Secret for Closing More “On the Fence” Buyers in 2025

Okay, guys, here’s some great language to use with buyers who are on the fence. When you’re following up—because we should all be following up—you can say something like this:

“Hey, I just wanted to touch base with you and let you know I’ve been thinking about you. Now that we’re in a new year, I wanted to talk to you about all the new listings starting to hit the market. February, March, April, and May are when we see the most listings, which means the most opportunities. In fact, we have 10% more inventory on the market this year compared to last year. So, I wanted to reconnect and see if we could start looking at some properties together.

“Now, I know you might have some concerns about pricing and finding the right value. Here’s the key message: When you work with me, we’re not buying the market—we’re buying a specific home. My job is to ensure you get the absolute best pricing and value on the home that fits your needs.”

You can also add a personal story to connect with them, like:

“Let me tell you about some friends I helped recently. They were concerned about the market and budget, just like anyone else. But we found them a fantastic property, and I was able to negotiate a great deal for them. Now they’re living in their dream home.”

These stories are powerful because they resonate.

Buyers don’t buy the market—they buy a specific house.

Share success stories from your market where you saved clients money or helped them find a great deal.

You can also share these stories on social media to highlight how you’re helping buyers find bargains. There’s a lot of bargain shopping happening right now.

Another great strategy is this: explain that many listings are staying on the market longer than in recent years. Say something like:

“Here’s an opportunity you might not know about. I can do a search in the MLS for every listing that’s been on the market for over 30 days. These sellers are much more likely to consider aggressive offers because they’ve been sitting without much activity. They’re not getting showings or offers, so we can negotiate better pricing, closing costs, down payment assistance, inclusions, exclusions, or even interest rate buy-downs.”

There are so many strategies to get buyers great deals in this market, but these opportunities might not last. Markets can shift in six months, so now is the time to act.

So, when you’re talking to buyers, focus on their mindset. Share real strategies, success stories, and actionable advice to show them how you can get them the best deal possible.

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