The Yes That Was Hiding Behind a No
I thought I’d covered everything until I told them a story.
Every “no” carries information.
But most people won’t tell you what it’s really about.
Sometimes it’s a gut feeling they can’t explain.
Sometimes they don’t want to be rude.
And sometimes? They don’t even know what’s holding them back.
I had a listing where buyers kept circling.
Multiple visits. Private showings.
They clearly liked it, but wouldn’t move forward.
I’d hit every selling point. Layout, location, financials.
Still, no offer.
Then one day, I casually told a story about the family who lived there.
The kids. The dog. The time the doorman chased the dog through the lobby while the super brought snacks.
They laughed.
The next day, their broker called with an offer.
What changed?
They weren’t just looking for square footage.
They were looking for a feeling: a home, not just a condo.
A place with warmth.
And until they felt that, they couldn’t commit.
Here’s the real lesson:
People won’t always tell you what they need.
But if you stay curious and pay attention, they’ll show you.
Ever had a “no” quietly turn into a yes? I’d love to hear about it.
