If you’ve been in the game long enough, you’ve probably wasted hours (or weeks) talking to buyers who:

• Ask a million questions, but never make an offer

• Promise to “run the numbers” and disappear

• Want every off-market dea,l but don’t close anything

• Keep saying they’re ready, but stall when it’s go time

It’s frustrating. And costly.

Because every minute spent chasing a tire-kicker is time not spent with a serious buyer who’s ready to move.

So how do you tell the difference?

There’s one thing that separates the professionals from the posers.

And once you know what it is, and how to spot it, you’ll spend far less time guessing… and far more time closing.

First, Let’s Define the Two Types of Buyers

Tire-kickers aren’t always bad people.
But they’re not the ones who’ll move your deals forward.

They may be:

• Curious but not committed

• Newer investors who lack funding

• “List builders” collecting comps

• Serial lowballers

• Flaky, unfocused, or unsure of their goals

You can’t build your business around them.

Serious buyers, on the other hand, may not always offer the most, but they:

• Move fast

• Know what they want

• Understand the game

• Follow through

You can build long-term relationships with these people.

So what’s the #1 behavior that separates them?

The Answer: Serious Buyers Submit Offers, Even If It’s Not a Perfect Fit

That’s it.

Tire-kickers ask questions. Serious buyers make offers.

They don’t need a deal to be perfect. They just need it to be possible.

They might say:

“At that number, I’d be in at $XXK.”
“If the rehab comes in under $50K, I could do $140K.”
“ARV feels light to me, but I’d still be a player around $120K.”

These aren’t just casual comments.
They’re real signals that this buyer:

• Is doing quick math

• Has the criteria in mind

• Isn’t afraid to show intent

• Wants to move the conversation toward a deal

Even if the offer is soft, non-binding, or just verbal, it’s an active move.

Tire-kickers avoid this at all costs.

Why Tire-Kickers Avoid Offers at All Costs

There are three big reasons tire-kickers don’t like putting numbers on the table:

1. Fear of Commitment

Once they make an offer, they feel they’ve made a commitment.
They’ll have to back it up. And they’re not ready.

They’d rather keep things vague:

“I’m still looking at the numbers…”
“What’s the lowest your seller would go?”
“I’ll circle back if it looks interesting.”

Translation: I’m not serious yet.

2. Lack of Decision Power

They’re waiting on:

• A partner

• A lender

• A mentor

• “The market”

• An imaginary checklist of comps

Which means they can’t move independently.

3. They’re Not Actually Buyers

They might be:

• New wholesalers with no buyers

• Out-of-state dabblers

• Dreamers building spreadsheets

• Curious agents with no funding

And they know that making an offer would expose the fact that they’re not ready or able to perform.

Spot the Offer Makers Early: 6 Tells

Here’s how to recognize a buyer who’s likely to submit an offer (even if it’s a “soft” one).

1. They ask deal-specific questions, not general ones

Instead of asking:

“What’s the ARV in that zip?”
“How many deals have you closed?”
“Do you have anything in Houston?”

They ask:

“Is the roof original?”
“Is the HVAC functional?”
“What are you estimating on rehab?”
“Is the seller flexible on timeline?”

These questions are about moving toward a number, not gathering intel.

2. They reference past deals they've done

Buyers who say:

“That’s similar to one I picked up on Maple St.”
“We just closed something nearby for $115K.”

…are likely buyers.

Tire-kickers stay vague and hypothetical.

3. They name a number without being asked

If a buyer volunteers a number, even if it’s low, that’s a sign of interest, not rejection.

“It’d need to be in the 80s for me, but I’d do it quick.”

Take that seriously.
That’s not just a comment, that’s momentum.

4. They talk about logistics

Serious buyers will say:

“If we can line it up, I’ll send the EMD tomorrow.”
“Can we use my title guy?”
“I’m ready for a walk-through this week.”

They’re moving toward action.

Tire-kickers talk theory. Serious buyers talk logistics.

5. They use terms like “pencil out” or “still works”

These are casual buyer phrases that indicate a mindset of calculating value.

“This might still pencil if the rehab is under 40.”
“At 115 it doesn’t work, but it would at 105.”

That’s negotiation. Not rejection.

6. They test your flexibility with soft passes

“If you ever see a number closer to $100K, let me know.”
“This one’s a bit tight, but I like it overall.”

They’re not saying no.
They’re keeping the door open, which means they’re worth keeping warm.

What to Do When You Spot a Tire-Kicker

Don’t just ghost them or cut them off immediately.
Instead, segment and slow down.

Use Goliath (or your CRM) to tag them as:

• “No offers made”

• “Passive buyer”

• “Info-only behavior”

• “Follow-up quarterly only”

Then reduce their exposure.

Don’t send every deal. Don’t chase. Don’t prioritize.

Keep them in the system, but stop wasting your time.

How to Nurture Real Buyers (Even If They Didn’t Close This Time)

Buyers who make offers, even if they don’t win the deal, are gold.

Treat them accordingly:

• Thank them for the offer
  
  

• Give them honest feedback

• Send them the next relevant deal

• Ask what they’re looking for next

You’re not just trying to sell this deal, you’re building a future close rate.

Remember: most buyers don’t buy on the first offer.
But the ones who keep making offers?
They close eventually.

Objections You Might Hear (and How to Respond)

“I don’t want to waste your time with a low offer.”

“I’d rather have something to react to than nothing. If you’re in the ballpark, let’s talk.”

“I need to run it by my partner.”

“Totally fine, just give me your number first so I know where you’re at. That’ll help me prep the seller.”

“I’m still looking at the comps.”

“You probably already have a sense, are we in the right zone or way off?”

The point is: invite the offer. Make it comfortable.
That’s how you flush out real intent.

Scripts to Use That Prompt Buyer Action

Here are a few simple lines that move buyers from passive to active:

• “What number would make this a yes for you?”

• “If I could get you closer to that, would you be ready to move?”

• “Ballpark is fine, I won’t hold you to it.”

• “Just shoot me a soft offer, gives me something to work with.”

• “Even if it’s not a fit today, I want to understand your range for next time.”

Make offers feel easy and normal.

Because serious buyers won’t mind.
And tire-kickers will run the other way.

How Goliath Helps You Track Buyer Behavior Automatically

With Goliath’s tools, you can:

• Tag buyers who make offers consistently

• Track frequency of engagement, EMDs, and responses

• Score buyer lists by action, not tal
  
  

• Create custom follow-up cadences based on behavior

• Spot ghosters vs. dealmakers

You’ll know which buyers are worth the next call, and which ones go on ice.

Offers = Intent

In this business, talk is cheap.
Offers are everything.

A buyer who makes offers, even if they don’t win the deal, is showing:

• Intent

• Confidence

• Criteria

• Seriousness

A buyer who never makes offers is just noise.

So the next time you’re trying to figure out who’s real, remember:

The #1 thing serious buyers do that tire-kickers never will is this: They make offers.

It’s your job to spot it, reward it, and filter accordingly.

That’s how you close more and waste less.