The Sale You Think You Have But Don’t
I was referred to a high-budget buyer. Dream client on paper.
Big budget. Great referral. What could go wrong?
Well.
I was supposed to preview places with the son. Once he narrowed them down, the mom would fly in and make the final decision.
The son and I clicked.
He liked smart layouts and east-facing light. I liked that he didn’t ask to see anything in Midtown.
We were a great team.
Then the mom arrived.
And everything… shifted.
She didn’t trust me. Not one bit.
And no matter how much prep we did, the wall stayed up.
But instead of trusting my gut, I went into “maybe mode.”
Maybe she just needs time. Maybe I need to adjust my approach. Maybe, maybe, maybe...
I spent three days showing her properties.
Followed up for months. Smiled through gritted teeth.
But I already knew how it would end.
Eventually, she said she was working with another agent.
I wasn’t shocked. My intuition had been screaming it in all caps.
The best salespeople know when to walk.
If someone doesn’t trust you, they will not buy from you.
And chasing the wrong client only slows you down for the right ones.
The hardest sales lesson?
Letting go while your inner overachiever is still negotiating.
