Why Sellers Ghost You (And What to Do Instead)

[Jeremy Beland]

You ever hang up with a seller thinking, “That felt solid. We’re probably moving forward"…and then they disappear.

No text. No call back. Inbox? Dry.
Now you're refreshing your CRM wondering what went wrong.

I’ve been there. Early on, I’d get ghosted more than I care to admit.
And it wasn’t because I didn’t know the numbers or forgot to send a follow-up.
It was because I didn’t know how to actually talk to people.

Not “use the script” talk. I mean really understand what makes someone feel safe, heard, and ready to work with you.

Here’s what no one tells you:

You can say all the right things and still lose the deal if you say it the wrong way.

One Pitch Doesn’t Work for Everyone

Most wholesalers use the same tone, same energy, same exact script — no matter who they’re talking to.

And then they wonder why some sellers shut down or stall.

The truth is, every seller has a different way of processing information and making decisions.
If you want to close more deals, you need to speak their language, not yours.

Over time, I noticed sellers tend to fall into one of four personality types. Once I figured this out, things got a lot easier — and the ghosting slowed way down.

1. The Driver 

You’ll spot them right away. They get to the point fast. They don’t want small talk. They’ve probably already talked to a realtor and “just want your number.” I used to lose these people because I’d try to explain too much. Now? I keep it tight.

How to handle them:

• Be direct.
  
• Keep it moving.
  
• Let them feel in control.
  
  

Try saying: “You probably already know what your place is worth. What would make this worth it for you to sell to someone like me?”

Make it their idea. Let them lead.

2. The Amiable 

This is the nice seller. They’re warm, polite, and say stuff like “let me think about it” (but they usually won’t). They don’t want pressure — they want peace of mind. These are people who need to trust you, not just your offer.

How to handle them:

• Ask about their life.
  
• Show empathy.
  
• Slow. It. Down.
  
  

Try saying: “What would make this whole process feel simple and stress-free for you?”

Forget the close. Focus on comfort.

3. The Expressive 

They’re excited. Talkative. All over the place. They’ll tell you everything from why they’re selling to what their cousin does for a living. It’s a vibe. The old me would get impatient. But expressives don’t care about your spreadsheet — they care about connection.

How to handle them:

• Match their energy.
  
• Listen more than you talk.
  
• Let them dream a little.
  
  

Try asking: “What’s your ideal outcome here? Let’s paint that picture.”

Make it fun. Keep it real.

4. The Analytical 

This is the seller who asks for the comps before you even finish your intro. They want facts. They want time. And they do not want fluff. If you’re vague, you lose them. If you’re precise, they’ll lean in.

How to handle them:

• Be clear and detailed.
  
• Show proof.
  
• Never rush.
  
  

Try asking: “What info do you need to feel good about the next step?”

They want logic — give it to them straight.
Look — wholesaling isn’t about tricking people.
It’s about connecting with them, understanding how they think, and meeting them where they are.

I’ve done deals with all four personality types.
And when I started adjusting how I talked instead of what I said, sellers started trusting me faster — and deals moved quicker.

This stuff isn’t fancy. It’s human. And it works.

So before your next seller call or appointment, take 10 seconds to listen. Really listen. And ask yourself, “Who am I talking to right now?” Then show up the way they need you to.