Every buyer says they’re “ready to buy.” But are they?

You’ve probably had this happen:

• A buyer shows interest.

• Says they’re reviewing the numbers.

• Claims they’ll “get back to you tomorrow.”

And then? Silence.
Or excuses.
Or worse, they ghost completely.

This is why “buyer seriousness” has to be tested, not assumed. And one of the most powerful tools in your arsenal is something simple, fast, and brutally effective:

The Timeline Test.

In this article, you’ll learn:

• What the Timeline Test is

• Why it works better than direct questioning

• How to use it in real conversations

• What answers reveal real intent (and what answers expose flakes)

• How to implement timeline filtering across your whole buyer list

By the end, you’ll know exactly how to separate the serious from the curious, before you waste time.

What Is the Timeline Test?

The Timeline Test is a soft, situational way to evaluate a buyer’s urgency and capacity to perform.

Instead of asking “Are you serious?”, you ask:

“If this checks out, what’s your timeline to close?”

That single question does more than a dozen discovery questions.

It doesn’t ask if they’re ready.
It asks how fast they plan to move.

Because urgency is the ultimate proxy for seriousness.

Why Timelines Reveal True Intent

Here’s why the Timeline Test works so well:

• It’s specific. You’re not asking how they feel about the deal, you’re asking what they’re prepared to do next.

• It breaks the script. Buyers are used to generic back-and-forth. This question forces real thinking.

• It creates psychological commitment. Once they say a timeline out loud, they’ve set an expectation. That’s leverage.

• It filters out indecision. Anyone who can’t give a timeline either isn’t ready, or isn’t a buyer.

In short, timelines reveal seriousness. Always.

The 4 Most Common Buyer Responses, And What They Mean

Let’s walk through the most common replies to the Timeline Test and decode what they actually tell you.

1. “I could close in 7–10 days.”

Green light.
This buyer knows their process and can move fast. This response shows familiarity with cash purchases or established funding.

Further confirmation signs:

• “We’ve done 6 this year, all 10-day closes.”

• “Our title rep already has everything on file.”

💡 Next step:
Ask for a walkthrough or assign the property.

2. “Probably a couple of weeks, depending on title.”

Caution, but not a red flag.
This buyer might be legit but cautious. Maybe they’re slower moving or using financing. It’s not ideal speed, but it’s not ghosting either.

What to probe:

• Are they waiting on a partner?

• Is there a fund involved?

• Have they walked it yet?

💡 Next step:
Set expectations: “That works. Just letting you know we may assign before then.”

3. “Let me check with my lender/partner/title company.”

Warning.
This is a stall tactic 80% of the time.

They don’t have funds ready.
They don’t have a clear team.
They’re looking for someone else to validate the deal, or bail them out.

Could be:

• A wholesaler trying to reassign without capital

• A newbie buyer lacking experience

• Someone just browsing

💡 Next step:
Apply a deadline: “Totally fine. I’ve got two others reviewing, can you confirm by 5pm today?”

4. “Honestly, I’m not sure yet.”

Disqualify fast.
If they can’t even guess their timeline, they’re either not serious or don’t want to commit.

You’re not here to convince them to buy.
You’re here to find the ones already prepared to act.

💡 Next step:
Thank them and move on: “Sounds like this one might not be the right fit right now. I’ll keep you in mind for the next.”

Advanced Timeline Questions to Pressure-Test Without Pressure

Once you understand the psychology, you can tailor your timeline questions to fit the conversation style of different buyer types.

Here are some go-to variations:

• “Assuming it checks out, how soon would you want to walk it?”
  (Perfect for flippers or landlords)

• “What’s your close timeframe look like if we agreed today?”
  (Useful when there’s already mild interest)

• “Let’s say title is clean and numbers pencil, what would be your next step?”
  (Puts them in a decision simulation)

• “Is this a 3-day kind of deal for you, or more like a 2-week process?”
  (For experienced buyers who like to feel in control)

The key is tone. This is not interrogation, it’s alignment.

Buyer Types and Their Typical Timeline Behavior

Here’s a quick matrix of how different buyer types typically behave when pressure-tested:

What to Watch For After They Give You a Timeline

Here’s where it gets interesting.

Even if a buyer gives you a promising timeline… watch what happens next.

This is where follow-through tells you everything.

Signals they’re for real:

• They proactively text to walk the property

• They ask for title contact or assign paperwork

• They follow the steps they said they would

Signals they’re not:

• They vanish

• They change their story

• They push the timeline again (“maybe next week?”)

That’s your moment to decide: chase or cut.

How to Use the Timeline Test in Group Messaging or Broadcasts

If you’re sending deals to multiple buyers at once, timeline qualification becomes even more important.

You don’t want 30 “maybes.” You want 3 solid “yeses.”

Try ending your deal blasts with:

“If interested, please reply with your timeline to walk and close. We’ll prioritize fastest closers.”

Or even:

“Looking to assign this by Friday. If this fits your criteria and timeline, shoot me a message today.”

It sets the tone.
It invites urgency.
It filters noise.

How to Log Timeline Responses in Your CRM or Buyer Sheet

You don’t need a fancy system.

Just add a “Timeline Confidence Score” to each buyer:

• 5 = Closed multiple deals fast, always hits timelines

• 4 = Usually good, occasional slowdowns

• 3 = Neutral or inconsistent

• 2 = Frequently delays or shifts timeline

• 1 = Says “next week” every week

Bonus: Add a “Last Stated Timeline” field so you can track whether they stick to it.

Over time, you’ll get a performance history per buyer.
That lets you prioritize real buyers and ignore the rest.

What to Say When a Buyer Misses Their Timeline

So what happens when someone fails the Timeline Test?

Here’s how to keep the conversation firm, but professional:

“Hey, you mentioned closing by Friday, should I still keep you in play or circle back next time?”

“I know things can shift. Just let me know where you stand, this one’s moving fast.”

“Totally understand if it’s not the right time. Just need clarity so I don’t block others.”

Notice the tone:

• You’re not angry.

• You’re not desperate.

• You’re just anchoring to what they committed to.

That alone earns you respect, and often revives the conversation.

Don’t Chase, Test

Too many wholesalers and investors spend their week chasing buyers who haven’t earned it.

They follow up 3–4 times with someone who never planned to close.
They block other buyers while waiting on a flaky maybe.
They tie up deals that deserve better offers.

That’s over.

If a buyer can’t give you a clear timeline or doesn’t follow through on one, they’re not serious. Period.

So next time you send a deal, make sure to ask:

“What’s your timeline to move if it pencils out?”

And then watch what happens next.

Because talk is cheap. Timelines tell the truth.