Smart Words: “It is not the lead’s responsibility to respond to you, it is your responsibility to earn their response.” – Dale Archdekin
Smart Tactics: Last week I wrote about how to talk to real estate leads when they say they’re just getting started or just looking.
The kind of phrase that really says:
“I’m not ready for a salesperson and don’t have details to give you.”
MANY people replied asking how to handle this when it comes through text or email.
If you didn’t see that email, you can read the blog version here:
https://smartsalescoaching.
I have a pattern you can use to keep the conversation going.
This is a simple formula that helps keep that tiny spark of interaction alive.
Don’t forget… you and I are salespeople.
People don’t want to talk to us unless they need to—for their own benefit.
In last week’s email, I coined the term “realperson” as the alternative to a salesperson.
You still need to move yourself from salesperson → realperson in the prospect’s mind if you want them to keep talking to you.
The problem is… text and email make that MUCH harder.
You’re limited on feedback.
You can’t read tone.
You can’t see reactions.
So you’re basically flying blind.
Which means it’s way easier to mess it up and cause a currently responding lead to turtle and go dark on you.
Kinda like how hard it is to teach you a nuanced sales skill through a text-based email 
But… let’s take a crack at it.
When you message a new cold-source lead, if you’re following our UNSCRIPTED method, you’ll likely include a common objection as bait.
You’re baiting the response.
Most cold-source leads WANT to reject us… so we make it easy for them.
What they don’t realize is—even that objection response breaks the ice and makes it easier to keep the conversation going.
So you’ll intentionally write things like:
“…or are you just window shopping?”
“…were you just curious what it’s worth?”
Here are the four typical outcomes when you send that message:
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No reply
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A simple reply using your objection (no story)
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Your objection + a little story (usually justifying it)
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Their actual buying/selling story with no objection (YAAAAY)
If you get their story with no objection… just keep moving forward.
Quick word of advice:
Try to get them on a phone call or video within 3–5 exchanges max.
In my experience, your chances of leveling up the conversation drop off HARD after that.
Now let’s talk about the scenarios where they give you the objection.
Offered objection + story
If there’s something in their story you can build rapport on—do it.
You’ll usually follow the pattern below… but not always.
This is where the art of sales comes into play.
Simple reply – no story
(This is also the same pattern I’d use for no reply.)
Pattern: Approve → Leave → Present Tense Question
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Approve: Confirm you understand they’re not ready for a sales conversation
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Leave: Sound like you’re ending the sales conversation
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Present Tense Question: Ask something about them that is NOT sales-related
Example:
Lead, Reply 1:
“Yeah, we’re just window shopping at this point. Thanks!”
You, Message 2:
“Oh! Got it. That’s great. Well, enjoy looking at homes on my site, and let me know if you have questions down the road.
Do you guys live in [area] now, or are you thinking about moving here?”
Pro tip:
If this is email → send it as one message.
If this is text → split it into two.
Send the first part.
Wait ~30 seconds.
Then send the question.
It feels like an afterthought… from a realperson.
What to do next:
If they answer your question with a story → great. Build rapport.
(Just remember the 3–5 exchange guideline.)
If they respond with a short answer OR don’t reply at all…
Use reciprocity.
Message 3:
Answer your own question + add a little story.
Then follow with another simple question (ideally leading toward your content).
Example:
“I’ve lived here [X] years—I really love [local feature].
Are you familiar with the different neighborhoods and what they offer, or is that something you’d want help with?”
At this point, you’re either:
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Getting them to respond
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Or building a light, easy rapport conversation
But remember… eventually you need to move this to a call or video to go deeper.
Hopefully this helps.
Like I said… I’m basically trying to teach you salsa dancing by writing you a letter.
I can give you the idea… but some of it will get lost in translation.
To your success,
Dale