Hey {{first_name}},
Most deals that fall apart don't collapse all at once.
The signs show up days or weeks earlier. And they're easy to miss if you're not looking for them.
What it looks like
A buyer who was excited suddenly goes quiet.
Questions that used to be simple turn into long conversations.
Numbers they were fine with a week ago start getting picked apart.
At some point in every deal your buyer stops imagining the house and starts imagining the payment.
When that happens motivation becomes the most important variable in the transaction.
What's actually going on
The high wore off.
They're doing math at two in the morning and second guessing everything.
Not because the deal changed. Because it got real.
A question worth asking
If your buyer starts hesitating mid-contract try this:
"Did something about the house change for you, or did something about the numbers change?"
That one question gets to what's actually going on faster than anything else.
One thing worth paying attention to
When you sense the shift, address it early.
Don't wait for it to become a problem. By then it's too late.
If a deal ever starts feeling shaky and you want a second set of eyes, send it my way.
EJ
— a note from the trenches
**if you ever want to talk through a loan scenario, just hit reply
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