Sellers Who Ghost Appointments or Call Backs

[Shannon McLeod]

I'd like to get your guys' opinion on some techniques to keep sellers baited on the hook once you've lined up an appointment. I'm new, so part of the problem may be my qualifying skills. I had one lady who sounded pretty motivated to get out of her house and needed more space. She did balk at moving out within the next 30-60 days so I was iffy on her timeline for selling, so I thought I would get a better feel for her at the appointment we set up. She in fact seemed pretty insistent that I come look at it vs ask a bunch of questions on the phone. So I thought, being my first appointment, it was worth it. It got to be the day of the appointment and I called her to confirm we were still on for that night, and she said they had some stuff to do that afternoon and she would call me back in a couple of hours. She never called back and won't answer when I call. Ha! I got ghosted! 

I had another guy on the phone today and I thought I had finally got a truly motivated seller. He answered all of the questions regarding motivation and it was very clear he had something going on and needed to get out of the property. He had only had it since the fall. He tells me he will call me back within a couple hours. He did call, however I did not catch it when he did, and I have tried to call him once early in the afternoon and once this evening. Ugh. Frustrating. 

Do you guys have any tips on how to keep these sellers on the hook? What do you say if someone says, "hey can I call you back in a couple of hours?"