“That’s where your income disappears” is honestly very accurate. Ghosting, weak confirmation processes, and lack of urgency quietly kill more deals than most people realize.

Great points. It's easy for someone to say yes just to get off the phone! It's not until you actually have the meeting that the real business gets started.

In more than 10 years in the business- I have only had 3 people not show for an appt. One of those 3 people- was entirely driven by the buyer themselves. It was clear despite their interest to buy in Manhattan- they weren't ready to leave the suburbs (I picked up on some hesitation during the call but left it up to them). There is nothing wrong with that except they were the ones that wanted an appointment- and then didn't show. The other two seemed off- but you have to treat everyone equally- so even though I had my hesistations- I set the appts.