Sometimes, sellers won’t tell you directly that they’re ready. They won’t say, “Okay, let’s do it.” They won’t email you back with “I accept.” Instead, they’ll show you, through subtle behaviors, word choices, or even shifts in tone.

The pros know how to spot those cues and act on them without pushing too hard.

In this article, we’ll break down 5 powerful (but often overlooked) subconscious signals that a seller is close to saying yes, and how to respond so you get the yes, without scaring it off.

Cue #1: They Start Speaking in Future Terms

When a seller starts using language about the future, not hypotheticals, but specifics, they’ve already begun to imagine life after the sale.

What it sounds like:

• “How long does it usually take to close?”

• “Would I need to be out by the 1st or could I stay until the 5th?”

• “Do I need to move the stuff in the garage, or do you take care of that?”

This is a green light. They’re no longer analyzing if they should move forward. They’re planning what happens after they do.

What to do:
Mirror their language and reinforce the clarity.

“Great question. If we moved forward this week, we’d probably close around the 18th. And yes, you could stay until the 5th, totally doable.”

No hard close. Just confidence and clarity. You’re now a partner in helping them visualize the finish line.

Cue #2: Their Tone Softens or They Ask the Same Question Twice

Sellers who are guarded will often lead with strong, firm tones. But when they start to feel comfortable and open to your solution, you’ll notice their tone soften, especially when asking questions.

They might also repeat themselves, not because they’re confused, but because they’re looking for reassurance.

What it sounds like:

• “So I wouldn’t have to fix anything, right?”

• “And that number you mentioned… that’s still good?”

• (Asked again 5 minutes later) “You’d still take care of the closing costs?”

This isn’t forgetfulness, it’s a psychological checkpoint. They’re warming up to the idea, and double-checking that it’s safe to proceed.

What to do: Be warm, but solid. Don’t waver. Reinforce that you’ve got them covered.

Cue #3: They Start Justifying Their Own Motivation

When sellers are close to committing, they often begin justifying the decision out loud, sometimes without realizing it.

They’re convincing themselves that saying yes is okay.

What it sounds like:

• “It’s not worth putting more money into it.”

• “I just don’t want to deal with another winter here.”

• “Honestly, I should’ve done this months ago.”

• “My kids keep telling me to just get it over with.”

They’re laying the emotional groundwork to accept your offer.

What to do:
Affirm their reasoning. Let them own the decision.

“You’re probably right. I’ve heard the same thing from a lot of sellers, and they always feel lighter after it’s done.”

This moment isn’t about you. It’s about them feeling good about the decision.

Cue #4: They Go Silent After You Present Options

Silence can feel awkward, but it’s often a good sign. When a seller goes quiet after hearing your offer, script, or explanation, it usually means they’re processing it seriously.

Bad reps fill the silence. Great reps wait.

Silence is where decisions happen.

What to do:
Hold space. Let it sit. Then gently re-engage.

“Take your time. I know it’s a big decision.”
(pause)
“I’m happy to walk through it again or give you space, it’s totally up to you.”

If they speak up with a question, a “what if,” or a next step, you’re in.

Cue #5: They Ask What You Would Do

This one’s big.

When a seller turns to you for guidance, “What would you do if it were your house?” or “If you were in my shoes?”, they’re signaling trust. They’re signaling that they believe you’re safe to help them through the next step.

What it sounds like:

• “Would you take this offer if it were your mom’s house?”

• “Is this what people usually do in this situation?”

• “Do you think I’m making a mistake if I don’t do this?”

At this point, they’re not just asking for information. They’re asking for a reason to say yes.

What to do:
Don’t manipulate. Don’t oversell. Just tell the truth with empathy.

“If it were me, and I were in your shoes, I’d want a clean break too. The offer’s here if and when you’re ready.”

BONUS: What NOT to Do When You Spot a Cue

Don’t jump to close.
Sellers aren’t machines. If you spot a cue and immediately jump in with “So let’s get this signed!”, you’ll short-circuit the trust you’ve built.

Instead:

• Match their pace

• Acknowledge their process

• Keep offering value

• Stay emotionally aligned

The best close doesn’t feel like a close. It feels like the next natural step.

Tie It All Together With the Right System

If you’re relying on memory to catch these cues, you’ll miss them.

Tools like Goliath help you:

• Record and transcribe calls

• Flag tone shifts and keywords that show motivation

• Score leads based on behavior and language

• Set smart reminders to follow up at the right moment

It’s not about more follow-up. It’s about better-timed follow-up, based on how sellers actually behave.

Listen Between the Lines

Motivated sellers don’t always shout, “I’m ready!”

More often, they whisper it, through future phrasing, softened tones, subtle justifications, or quiet pauses.

If you know how to listen and respond with patience and clarity, you’ll win more deals without ever having to push.