Investor conversations / Worked example
Before asking for a decision, understand the hesitation.
A property seller says they need to think about it. The next question can reveal what they still need to understand.
01 / Try a response
What would you ask next?
Choose a response to explore its reasoning. You can compare both approaches.
What this response assumes
That question asks for commitment before this seller's uncertainty is understood. It can be useful in another context, but here you still need to discover what is unclear.
What this question opens
That question makes room for the seller to name the uncertainty. In this example, their answer points to the process rather than the price.
“Honestly, I don't understand what happens after we sign.”
Read the complete breakdown
In this example, the seller is uncertain about the process. Asking what needs to feel clearer reveals that uncertainty before you offer a concession or ask for commitment. Explain the actual next steps, check their understanding, and let them decide.
Diagnose the hesitation before choosing the response.
02 / Make it your own
Put it into your own words.
Try the shared-decision practice. Write your response, review the question you chose and revise it beside a worked example.
Take the next step
Build the skill across your seller conversations.
See the full investor curriculum, included resources and course access before deciding.