Why That Penthouse Didn’t Sell (Hint: It Wasn’t the Fireplace)
Most salespeople obsess over what to say.
The perfect script. The smooth close. The magic words.
But in my experience?
Deals are closed by energy—not words.
I once showed a stunning West Village penthouse with a fireplace, water views, and a perfect location. It needed a little love but had major potential.
Then, we met the listing agent.
He launched into a bizarre speech about the “kind of person” who buys a home like this. The vibe, the lifestyle, the sophistication.
He wasn’t just selling the apartment. He was basically auditioning my client for the role of “cool West Village woman.”
We walked out, and she whispered,
“Do you think that guy’s a serial killer?”
I lost it. We laughed, but the mood had shifted—and so did her interest.
That apartment? Never sold.
Here’s what I’ve learned:
People don’t just buy the home. They buy the feeling of buying it.
They don’t just trust the agent. They need to trust the process.
If the energy feels off, the entire deal feels off.
This applies to every sales industry.
Push too hard, and people pull back.
Come in with nervous energy? The room feels it.
Trying too hard to sound “perfect”? It backfires.
The best salespeople?
They don’t force it.
They guide the energy.
And that’s what makes people say yes.
