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This post was updated Jun. 9, 2025.
In real estate, what clients don’t say often matters just as much as what they do. They may stay quiet, but their minds are racing — and those unspoken thoughts can shape the entire deal.
They’re forming opinions, second-guessing decisions and, sometimes, smiling politely while secretly freaking out. If you want to build trust, stand out and keep things moving along, you’ve got to read between the lines.
Here are five things your clients aren’t saying but absolutely need you to know.
1. They’re totally stalking you
Before they reply to your email or answer your call, they’ve already Googled you, scrolled your Instagram and read every review since 2017. If your digital presence looks like a garage sale — random, outdated and kind of sad — they’ll swipe left without saying a word.
Teachable moment: Your online presence is your first showing. If you wouldn’t take a buyer to a listing that looks like a mess, don’t let your digital brand be one either. Update those bios. Share those wins. Be someone they’d trust with their home — and their hopes.
2. They’re scared you’ll judge them
They’ll smile through the showing, but inside? They’re cringing over the carpet, the clutter or the fact that their credit score is hanging on by a thread. They may not say it — but trust me, they feel it.
Teachable moment: Create a judgment-free zone. Tell them, “Hey, I’ve seen it all. Nothing surprises me. My job is to help, not critique your throw pillows or finances.” When you lead with empathy, they’ll relax and open up.
3. They don’t really know what you do (but they think they do)
Clients think you pop a sign in the yard, post a few pics, then sit back waiting for the offers to roll in. They’re not trying to be rude; they just don’t know better, which is exactly why some flinch at your fee.
Teachable moment: Don’t assume they get your value — show them. Educate as you go. Say things like, “Here’s what I’m doing behind the scenes to protect your price point.” Explain the strategy, the negotiations and the magic you bring to the deal. You’re not a door-opener; you’re a rainmaker.
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4. They’re lying about their budget (just a little)
Buyers will say, “We’re capped at $500,000,” then fall in love with a $550,000 stunner. Why? Because they want to test the waters without getting soaked — or judged. Sellers? Same deal. They might “forget” to mention the lien or the weird neighbor with the drum set.
Teachable moment: This is where trust comes in. Ask better questions. Create a safe space. When people feel seen, they get real. And when they get real, you can actually help them.
5. They’re seeing other agents (but it’s not personal)
Yes, even the ones who seem super into you. They’ve got other agents bookmarked, saved and maybe even texting them listings. They’re hedging their bets and hoping you won’t notice.
Teachable moment: Don’t panic. Outperform. Be responsive, prepared and personable. Show up sharp. Make every interaction feel like, “Oh … this is the agent I’ve been looking for.” Let your service speak louder than their silence.
Real estate isn’t just contracts and comps — it’s connection. If you want to win the client, win their trust. And if you want to win their trust? Start by hearing what they don’t say.
Because the agents who listen between the lines? They don’t just close transactions. They build clients for life.
Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube.
