“Even if you don’t have the same skill as I have, 80% of the time you should get where you want to be. If not, what you’ll recognize is you’re dealing with somebody that’s not a serious buyer.”

- Dan Rochon

Episode Summary

How to Know If Your Real Estate Client Is Serious About Buying

Working as a real estate agent is one of the most rewarding careers out there—but it comes with its challenges. One of the biggest? Figuring out whether a buyer is serious… or just testing the waters.

I’ve seen it time and again: an offer gets accepted, and my buyers are excited. They celebrate, they go to dinner, they sleep on it. But the next morning? They wake up feeling something different. Fear. Anxiety. Doubt.

And here’s the truth—every single buyer feels that way.

They’ve got a sister or brother in their ear saying, “What are you doing? Interest rates are too high. This doesn’t make sense.” They second-guess themselves. That’s normal.

As their agent, your job is to prepare them for this moment before it even happens.

Setting Expectations with “Fortune Telling”

When I teach agents how to guide clients, I use what I call “fortune telling.” You tell the buyer what’s going to happen before it happens, so when it does, they don’t panic.

For example:

• “The day after your offer is accepted, you’ll feel excited—but you’ll also feel nervous. That’s normal.”

• “During the home inspection, they’ll find 100 things wrong—100% of the time. But remember, we’ll only focus on the big stuff: roof, HVAC, plumbing, electrical, appliances.”

By predicting these challenges, you disarm them before they appear. The client now trusts you, because you’ve already walked them through what’s coming.

When You Spot a Non-Serious Buyer

Here’s where it gets powerful:

If you go through this process and a buyer still insists on nitpicking 100% of the repairs—or they can’t move past fear—you’ve just identified someone who’s not a serious buyer.

And that saves you time, energy, and frustration.

Because serious buyers commit. They trust the process. They lean on your guidance instead of listening to every outside voice.

Final Thoughts

Home inspections, anxiety, second thoughts—it’s all part of the process. But when you use Teach to Sell principles and lead your clients through it, you’ll know quickly if they’re committed… or if they’re wasting your time.

Remember: you’re not just a salesperson. You’re a guide.

Until next time—be grateful, make good choices, help someone today, and you’ll find your next listing.

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