How to Convert Hesitant Buyers and Sellers into Real Deals

By Philip Kang

Philip Kang is the visionary team leader of the HomeReady Team, based in Orange County, California. Since founding the team, Philip has driven rapid growth year after year, with the team on track to close over $150 million in real estate volume in 2025.

If you are struggling to convert leads, it often starts with one familiar phrase: “I’m waiting for the rates to go down,” or “I’m waiting for prices to change.”

Most agents hear this and immediately try to correct the client. They explain why waiting is risky or why now is the right time. While the information may be accurate, the approach often creates resistance instead of progress.

The real issue is not the objection. It’s the conversation strategy.

Instead of trying to win the argument, the goal should be to win the client. That starts with using a simple framework called AMO, which stands for alignment, motivation, and offer. Here’s how it works:

Alignment. When a buyer says they are waiting for rates to drop, agree with them. Let them know it makes sense and that you understand their thinking. This lowers defenses and keeps the conversation open.

Motivation. Ask a question that shifts the focus away from the rate itself and toward their goals. For example, ask what type of home they want when rates hit their target number. This helps you understand what actually matters to them.

Offer. Instead of pushing them to buy now, suggest getting everything else ready while they wait. That includes financing, neighborhoods, strategy, and clarity on what they want. This positions you as helpful, not pushy.

This approach keeps the relationship moving forward, even if the transaction happens later. More importantly, it keeps you as the trusted guide when the opportunity comes.

If you’re having these same conversations with buyers or sellers and want help handling them the right way, let’s talk. Book a time on my calendar, call me directly at (714) 451-4543, or send an email to [email protected]. I’m happy to help you map out your next steps.