The first call with a motivated seller is a high-stakes interaction.

It’s not a sales pitch. It’s not a script. It’s a test.

And you’re being graded silently on:

• How well you listen

• Whether you actually hear what’s being said

• And whether you sound like someone who can solve a problem, or just wants to “get a deal”

The mistake most realtors make? They think offering fast cash is enough.

It’s not. What matters is how you come across, how you build trust, and most importantly, what you don’t say.

This article is your field guide to first-call discipline: what to avoid, why it matters, and how to course-correct on the spot.

Whether you’re new to real estate or seasoned but refining your touch, these strategies will upgrade your conversion rates and protect your reputation.

Let’s get into it.

The First Call is a Filter, Not a Closing Opportunity

Your first conversation with a motivated seller is not the moment to sell, pitch, or assume anything.

It’s your chance to:

• Build rapport

• Identify motivation

• Ask the right questions

• Avoid turning them off with one wrong phrase

Think of it this way: The goal is not to get the deal.

The goal is to get the second call.

That means avoiding landmines, even if your offer is perfect.

The 10 Worst Phrases to Say (and What to Say Instead)

1. “Are you desperate to sell?”

This sounds offensive, even if they are.

Why it fails:

• Triggers defensiveness or embarrassment

• Makes you seem exploitative

• Assumes rather than explores

Say instead:

“What’s got you thinking about selling right now?”

“Has something changed that’s made this more urgent?”

2. “What’s the lowest you’ll take?”

The go-to phrase of every impatient realtor. And a deal-killer.

Why it fails:

• Makes sellers feel cornered

• Signals lowballing ahead

• Kills rapport instantly

Say instead:

“What kind of outcome are you hoping for?”

“What number would make this easy for you?”

3. “This is a win-win, trust me.”

Premature reassurance raises red flags.

Why it fails:

• Assumes too much, too fast

• Sounds scripted

• Puts pressure on a seller who doesn’t know you yet

Say instead:

“If it’s a fit, great. If not, I can still point you in the right direction.”

4. “I buy houses, any condition, any situation!”

Too broad. Too generic. No credibility.

Why it fails:

• Makes you sound like a late-night TV ad

• Doesn’t speak to their specific problem

• Feels transactional

Say instead:

“I work with people who are ready to move on from a property quickly, usually because life’s gotten complicated, or they’re just done with it.”

5. “Are you behind on your mortgage?”

Too blunt, too soon. Even if relevant.

Why it fails:

• Violates emotional boundaries

• Puts them on the defensive

• Sounds like you’re digging for leverage

Say instead:

“Do you know how much is still owed on the property, roughly?”

“Are there any deadlines or financial situations coming up we should be aware of?”

6. “I’m ready to make an offer right now.”

It’s tempting, but rarely smart.

Why it fails:

• Suggests you’re rushing

• Doesn’t show you’ve listened

• May come off as opportunistic

Say instead:

“I’d like to get a fuller picture before putting anything on paper. Mind if I ask a few questions to make sure it’s a fit?”

7. “This property isn’t worth that much.”

Never argue the price on call one.

Why it fails:

• Instantly adversarial

• Turns it into a debate, not a conversation

• Closes the door on flexibility later

Say instead:

“I’ve seen a range of numbers in this area. What are you basing your number on?”

8. “We’ll close fast, no questions asked.”

Sounds good in theory. But it also sounds shady.

Why it fails:

• Implies you skip due diligence

• Sounds like a gimmick

• Doesn’t reassure people who want to understand what’s happening

Say instead:

“If we both feel good about the next steps, I can usually move faster than traditional buyers, and I’ll walk you through everything.”

9. “No agents, no commissions, none of the BS.”

Don’t trash-talk professionals.

Why it fails:

• Makes you sound bitter or combative

• May alienate sellers working with or considering agents

• Damages your professionalism

Say instead:

“Some sellers prefer to keep things off-market, less paperwork, fewer showings, and more control. If that’s you, I’m happy to keep it simple.”

10. “I’ll take it off your hands.”

Sounds like charity. Or worse, pity.

Why it fails:

• Suggests their property has no value

• Undermines trust

• May offend proud homeowners

Say instead:

“If it’s something you’re truly ready to move on from, I can make this transition easier.”

How to Spot When You’ve Lost Them, And Recover

Signs the Call is Slipping:

• Short, clipped responses

• Repeated “I don’t knows”

• Asking how you got their number

• Saying “I’m just exploring” multiple times

• Mentioning “other realtors,” they’re also speaking to

Recovery Tips:

1. Pause, slow down your pace.

2. Acknowledge, say, “I might’ve come in a little fast here.”

3. Refocus, pivot to curiosity: “Let me step back a second. What’s your biggest concern about selling right now?"

4. Re-engage, bring it back to them, not the deal.

The Psychology of a Motivated Seller (Why Your Words Matter So Much)

They Don’t Just Want a Solution, They Want Control

When someone says they’re ready to sell, especially quickly, it often means:

• They’re overwhelmed

• They’ve had a life change

• They feel like they’re losing control

So when your language is:

• Fast

• Forceful

• Full of assumptions

…it reinforces their fear:

“This person is trying to take advantage of me.”

Instead, use language that:

• Creates safety

• Builds a sense of control

• Emphasizes flexibility and optionality

Tone, Tempo, and Timing: The Subtext That Sells

It’s not just what you say, it’s how you say it.

Key delivery tips:

• Slow down. Nervous energy = red flags.

• Use silences. After a big question, pause. Let them fill the space.

• Mirror their tone. If they’re formal, don’t be too casual. If they’re warm, be human.

• Never interrupt. Let them finish every sentence.

• Don’t rush the close. If they’re ready, great; if not, make it easy to say, “Let’s talk again soon.”

What to Say Instead: Phrases That Actually Work

Here’s a cheat sheet of phrases that invite trust, uncover real information, and build momentum.

Use these to keep the energy collaborative, not combative.

The Real Goal, Open a Door, Not Force One

Your first call should never aim to:

• Lock up a deal prematurely

• Corner a seller on price

• Outmaneuver competitors with speed

Your goal is simpler and more strategic:

Leave the call with trust, clarity, and permission to continue the conversation.

If you do that, you’ll have far more opportunities than the realtors who chase shortcuts.

First Call Checklist (What to Focus On Instead)

End strong with a 7-point checklist for every call:

• Start with curiosity, not urgency

• Let them speak first, and longest

• Ask about motivation, not just condition

• Confirm timeline and flexibility

• Stay neutral, no price opinions yet

• Identify decision-makers early

• End with an open door, not a closed one

If you hit 5 out of 7 of these, it’s a strong call.

All 7? You’re ahead of 90% of your competition.

You Don’t Need to Sound Like a Pro, Just Like a Person

Too many real estate realtors chase scripts.

But sellers don’t want scripts. They want someone who gets it, someone calm, informed, and easy to talk to.

Avoid the common landmines above, and you’ll find that sellers not only trust you more, but they’ll also volunteer more.

And the more you know, the better your offers, deals, and long-term success will be.