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How do I handle "we want to think about it"?

Ask which part, answer it, and close again with two day-and-time choices. After each no, find what is behind it, answer it and close a different way. If they still want time at the end, set the appointment for a day and a time before you leave.

Captions on. Narrated with an AI voice.

Read the transcript

Well, it all sounds good, and we appreciate you coming out.
We just want to think about it before we decide anything.
Of course, no pressure at all.
Take all the time you need, and call me when you're ready.
I'll follow up with you soon.
After every practice call, your card arrives: what worked, and the one thing to fix.
The call trains four moves. Ask which part.
Answer it. Close again, with two day-and-time choices.
If they still want time, set the appointment for a day and a time before you leave.
We want to think about it is almost never about thinking.
A seller who goes away with an unanswered concern
makes their decision on that concern,
without you.
Practice it until it sounds like you.
Each call runs as long as the conversation needs,
and you can make as many as you want.
Practice free at 10before10.com/try.

Drafted with AI by the 10before10 team, reviewed and approved by Grant Freer and Gia Freer, licensed Florida real estate brokers. Updated October 25, 2026.

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What is really being said

"We want to think about it" is almost never about thinking. It is the most polite sentence in the language for one of three things: there is a concern they have not said, they have already decided no and would rather not say so, or they need to talk to someone who is not in the room. Occasionally it means exactly what it says.

You cannot tell which from the words, and the seller will not tell you unless you ask.

From the seller's side, the line is a kindness. They are giving you a soft exit instead of a hard one. What they are watching for next is whether you accept it gracefully, argue with it, or ask a question that shows you were listening.

An agent who argues confirms whatever doubt they had. An agent who simply agrees and leaves has been polite and useless in the same motion.

Taken as information, the line is an invitation to one question: which part? Not "what is there to think about," which is a challenge dressed as curiosity. The plain version, with the reason for asking, is a question a seller can answer without feeling cornered, and the answer is usually a single concern you can address in a minute.

Hey Ten™What do I say to "we're going to relist with the same agent"?Practice it now

What to say

These are examples in plain words, not lines to memorize. Say them the way you actually talk.

"Of course. Can I ask which part you want to think over? I ask because if it is the price, I would rather answer that now than have you sit with a wrong number all week."

This accepts the line, asks the only question that helps, and says why. The reason is honest: a seller who goes away with an unanswered concern makes their decision on that concern, without you. Most sellers name the part when asked this plainly.

"So the piece you are weighing is whether the plan is worth the fee. Is that right?"

This is repeat and approve, applied to the concern once they name it. Play it back in their words and check it before you answer anything. If you have it wrong, they will correct you, and you will have avoided answering a question they did not ask.

If you have it right, answer it in two or three sentences, and then stop.

"Then here is what I would suggest, and either is fine with me. We go through the agreement now while the numbers are fresh, or you take the week, I send the two sales we talked about by tomorrow, and I call Thursday evening, since you said that is when you are both home. Which works better?"

This is the close, with two real options. One asks for a decision now; the other asks only for a phone call on a day they chose, with something useful arriving before it. If they take the week, you have a date, a reason for it, and a promise to keep.

What not to do

Do not argue with it. "What is there to think about?" and "I thought we agreed the price made sense" both tell the seller that their hesitation is a mistake. They may have been leaning your way.

That sentence leans them back.

Do not leave without a date. "Take all the time you need, call me when you are ready" sounds generous and hands the next step to someone who has other things to do. Set the day and the reason for it before you stand up.

Do not let "we want to think about it" end the call. Ask what they want to think over, answer it, and close again with two day-and-time choices. If they still want time, set the appointment for a day and a time before you hang up.

How to practice it

Have a colleague play a seller at the listing table who says "we want to think about it" right after you present the price. Your partner holds one real concern and reveals it only if you ask which part, plainly and with a reason. Run it five times with a different hidden concern: the fee, the price, a spouse, another agent, and a plain no. Each run ends with the agreement signed or a day and time set.

Record it and listen for a no you let stand or an argument. Those are the habits to break, and 10before10™'s scorecard listens for both.

Honest answers

What if they will not say which part?Then name the usual three (the price, the fee, the plan) and ask which is closest. Answer that one and close again. If they still will not say, set the appointment for a day and a time before you leave. A seller who will not name the concern on the spot sometimes names it at the appointment you set, once they have had the week they asked for.

Should I offer to lower the price or the fee to get a yes tonight?No. A concession offered before the concern is named is a guess, and it teaches the seller that hesitation gets rewarded. Ask which part first. If it is the fee, answer it plainly, once, in terms of what reaches their account.

What counts as the win at the listing table?The signed listing. If they still insist on thinking it over after you handled it and closed again, the follow-up set to a day and a time is neither the win nor a fail. It is the call you keep.

How is this different from "we're interviewing other agents"?The interviewing line means they are comparing. The thinking line means something is unresolved with you. Both get a question, an answer and a close. The question here is which part, and the answer usually points at a concern you can address in a minute.

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