What to Say When a Buyer Says, “We’re Just Going to Wait” (And How to Turn Indecision Into Action—Without Being Pushy)

by Greg Luther | Jun 24, 2025 | Real Estate Coaching

You show the homes. You answer every question. You follow up like a pro. And just when it feels like they’re ready to go… “We’re just going to wait.”

Cue the silence. Cue the frustration. Cue the sinking feeling in your gut. Because you didn’t just lose a buyer. You lost time, momentum, and energy.

But here’s the thing: You didn’t lose because you didn’t try hard enough. You lost because no one taught you what to say when that moment hits.

Today, I’m going to fix that.

First: Understand What “Wait” Really Means

When a buyer says they want to wait, it usually means one of three things:

They’re scared. (“What if this is the wrong time?”)
They’re overwhelmed. (“Too many options. Too much stress.”)
They’re unconvinced. (“I’m not 100% sold—and I don’t want to admit it.”)

So your job isn’t to pressure. It’s to lead them through the fog.

Here’s What Most Agents Do (That Doesn’t Work)

“Are you sure you want to wait?”
“The market’s still strong—you don’t want to miss out!”
“It’s a great time to buy. Rates could go up again.”

All true. All logical. But logic doesn’t move the needle here.This is an emotional decision. So you need language that hits the heart and the head.

Say This Instead:

Here’s a script that works incredibly well for buyers who are hesitating: “Totally fair. A lot of smart buyers feel that way right now. Just out of curiosity—if we didn’t wait, and you found something that felt like the perfect fit, what would need to happen for you to feel confident moving forward?”

Boom. Now you’re not arguing. You’re exploring. And you’ve shifted the focus from fear to possibility. It lets them picture success—without forcing a decision.

Another One That Works:

If a buyer says, “We’re just going to pause for a bit,” respond with: “Absolutely. Timing’s everything. Just so I’m clear—are we hitting pause because you feel like now isn’t the right time… or because we haven’t found the right place yet?”

This question reveals the real objection. And once you know that? You can solve it. Because you can’t move a buyer who’s unclear. But you can guide a buyer who needs clarity.

The Biggest Mistake You Can Make?

Going silent. So many agents hear “we’re going to wait” and just… vanish. They stop following up. They cross that buyer off the list. They assume it’s over. But here’s what I’ve learned coaching thousands of agents:

The buyer who pauses today often becomes the buyer who purchases in 30–45 days—with the agent who stayed present.

That can still be you. If you follow up right.

Here’s How to Stay In the Game

Set a gentle, respectful reminder: “I’ll check in a few weeks from now—just in case something pops up you want to see early.”

Then drip out value.

A home that fits their wishlist
A tip on how buyers are navigating the market
A quick voice message just saying, “Still thinking of you—hope all is well”

No pressure. No hard sell. Just presence. Because in a market full of agents who vanish, the one who stays visible wins.

Want to Master These Conversations?

I break this all down on my YouTube channel—with word-for-word scripts, objection handling, and real examples from agents who’ve turned indecisive buyers into fast closings.

You’ll learn: