The Indecisive Seller: Push, Pull, and Persist—How to Get Off-Market Deals Closed

[Jeremy Beland]

Some sellers are stuck in limbo—paralyzed by fear, uncertainty, or just plain procrastination. If you’re a wholesaler or house buyer working directly with distressed sellers, you’ve seen it firsthand.

“I need to think about it…”

“Maybe I should wait a little longer…”

“I don’t know if this is the right time…”

These are deal killers if you don’t know how to handle them. 

The truth? 

Most sellers want a solution, but their emotions hold them back. Your job isn’t just to make an offer—it’s to guide them to a decision.

Here’s how you do it using Push, Pull, and Persist—a powerful sales approach that moves sellers from hesitation to action.

The Push – Breaking Through Indecision: The Push is a gentle nudge that helps the seller see why waiting is not in their best interest. You’re not forcing them—you’re helping them recognize reality.

Offer Incentives – Can you cover moving costs? Offer a faster closing? Maybe a cash advance? Small incentives create big action.

Create Urgency – “The market is shifting, and cash offers are adjusting. Waiting could mean a lower offer.” If they need to sell, make sure they know why now is better than later.

Question for You: What’s one way you create urgency with sellers? Drop a comment!

The Pull – Reversing the Power Dynamic: Sometimes, the best move is to step away—not push forward. The Pull makes sellers realize they do want the deal.

Scarcity & Takeaway Close – “Honestly, I’m not sure if this property fits what we’re looking for. We have a few others we’re considering first…” This makes them reconsider and lean back in.

Adjusting the Offer Fit – If a seller is hesitant, reposition the deal: “You don’t have to decide today, but if speed is your priority, we can make this work. Otherwise, I totally understand if you want to go another route.” 

This tactic helps indecisive sellers get that gut-check moment—“Wait… I don’t want to lose this!”

The Persist – Keeping the Conversation Alive: When a seller won’t commit, but you know the deal makes sense, persist without being pushy.

Follow-Up with Value – “I just saw a comp down the street sell for less than what I offered you. I want to make sure you have all the info.”

Stay Present, Stay Relevant – Touch base every few days. Be the one who’s still there when they’re finally ready to move forward.

Pro Tip: Some of my best deals have closed simply because I followed up when other buyers gave up.