How to Move Buyers Forward in Any Market - Creating Urgency in a Non-Urgent Market

In this episode of Real Estate Success: The Whissel Way, host Bryan Koci sits down with Brian Danney to discuss how real estate agents can create urgency in today’s slower, buyer-driven market. Brian shares practical strategies like defining a buyer’s top five must-haves, holding clients accountable through simple emails, and future-pacing conversations to prepare buyers for writing offers. The episode emphasizes the importance of guiding clients based on their goals, meeting them where they’re at in the buying journey, and building momentum through consistent next steps and promises. Agents will walk away with actionable ways to build trust, inspire confidence, and help buyers make timely decisions without pressure.

Chapters

• 00:00 – Introduction & Guest Intro

• 01:19 – Brian’s Background in Real Estate

• 02:28 – Creating Urgency in a Non-Urgent Market

• 05:25 – Accountability and the Agent’s Role

• 06:19 – Defining the Top Five Must-Haves

• 07:30 – Going Deep: Lifestyle vs. Features

• 11:23 – Using Emails to Build Accountability

• 13:21 – Understanding Buyer Stages (Awareness, Consideration, Decision)

• 16:40 – Redrafting Buyer Priorities & Handling Objections

• 25:32 – Final Advice: Always Create a Next Step

📌 3 Key Takeaways

1. Define the top five must-haves: Simplify buyer priorities into five core needs, then go deeper into why they matter to uncover lifestyle-driven motivations that create urgency.

2. Use accountability systems: Send simple follow-up emails that confirm buyer goals and future pace them toward writing offers, building trust and clarity in the process.

3. Always create a next step: Urgency is built through momentum, so set specific dates and promises that move the client forward and keep the relationship engaged.