Let me tell you a dirty little secret about your market…

There are listings sitting right under your nose—hidden in plain sight. They’re not on Zillow. They’re not with another agent. They’re sitting in your database, walking through your neighborhood, and checking out open houses “just to look.”

And every single one of them has one thing in common: They’re not selling yet—but they’re close.

I call these “high-intent fence-sitters.” And right now—at this exact point in the summer—they’re your best shot at adding 3 to 5 listings before the Fourth of July.

But most agents won’t go after them.

Why?

Because they’re not obvious. They’re not waving a sign that says, “List Me!” They’re subtle. Quiet. Sometimes even skeptical. But if you know how to spot them—and say the right thing—you can unlock a flood of summer sellers who are just waiting for the right nudge.

Here’s how…

First: Know Who They Are

These aren’t cold leads. They’re warm. Some are scorching. Here’s what they sound like:

• “We were thinking of waiting till fall.”
• “We’re still deciding if we want to stay or go.”
• “We might sell if the right offer comes up.”
• “I’m just curious what we could get for our place.”

They’re the neighbors who slow down when you host an open house. The past clients who comment on your posts but never DM. The friends who say, “You’re still doing real estate, right?” They’re not cold—they’re cautious. And they need leadership, not pressure.

Second: Use the Golden Question

There’s one question that turns these fence-sitters into listing appointments faster than anything else I’ve tested:

“If I could get you a strong offer in the next 30 days—with flexible terms and no pressure—would you at least be open to hearing what your place is worth right now?”

Boom.

That one question turns curiosity into conversation. It removes the fear. The hassle. The “we’re not ready” excuse. You’re not pushing. You’re offering clarity. You’re saying:

“Look, you don’t have to decide today. But if the right buyer’s out there—and they usually are—wouldn’t it make sense to at least explore your options?”

That’s leadership. And it works.

Third: Highlight the Hidden Advantage of Summer Sales

Most sellers (and way too many agents) believe the best time to list is spring or fall. But here’s the truth: Summer sellers get seen.

• Less competition on the MLS = more attention per listing.
• Buyers with flexible work and school schedules are actively searching now.
• Homes show better in long daylight hours.
• Curb appeal is at its peak.
• Closings can happen before the next school year starts.

Position yourself as the expert who knows this—and you’ll become the agent who unlocks big wins when others are coasting poolside.

Fourth: Don’t Wait for Them to Raise Their Hand

Here’s where most agents blow it. They wait for sellers to say, “I’m ready.” But by then? They’ve already been approached by someone else. You don’t wait for listings. You create them.

This week, I want you to pull up your CRM. Scroll through past buyers, homeowners, warm leads, and even cold leads who mentioned “maybe someday.”

Then ask yourself: Who would sell… if they had the right buyer? Now go be the agent who brings that buyer. Go have the conversation. Go ask the Golden Question.

And if you want to know exactly what to say, how to follow up, and how my top-producing Inner Circle members are landing off-market listings left and right this summer…

I break it all down every week on Facebook. You’ll see scripts that work. Campaigns that convert. And real-world strategies that get listings signed and sold—even when everyone else is “waiting for fall.”

Follow me here: facebook.com/gregluthercoaching

Because this summer has more to offer than most agents will ever realize. You just have to know where to look—and how to lead.

To your unstoppable success,

Greg Luther