Not every lead is a gold mine, and if you’ve been in real estate for more than a little while you’ve already figured that out. You know the ones. The people who say they’re looking to buy or sell, but every time you follow up, it’s one excuse after another. They want to tour homes just for fun, pick your brain, or get “a feel” for the market with zero intention of making a move. Yep, those are the tire kickers.
And while they might not mean to waste your time, if you don’t spot the signs early and manage the conversation well, you could find yourself pouring time and energy into someone who was never serious in the first place.
So how do you protect your time and still stay professional? Let’s talk about it.
What Exactly Is a Tire Kicker?
In real estate, a tire kicker is someone who shows interest in buying or selling but doesn’t actually follow through. They might ask a lot of questions, book showings, or request advice, but when it comes down to taking action, they vanish or delay indefinitely.
Sometimes they’re curious. Sometimes they’re comparing agents. And sometimes, they simply don’t realize how much time they’re taking up. But your time is valuable, and learning how to identify and handle these leads with grace can save you a lot of frustration.
Start with the Right Questions
Before you jump into full-on agent mode, ask intentional, qualifying questions. Not only does this give you clarity, it also signals that you’re a professional, not just someone giving out free tours and consultations.
Try asking things like:
- Have you been pre-approved by a lender?
- What’s your ideal timeline to buy or sell?
- Are you working with another agent?
- What’s motivating your move?
Simple, non-intimidating questions like these can help you determine right away who’s serious, and who’s just casually browsing. And if their answers are vague or all over the place, that’s a red flag.
Put a Process in Place
If you find yourself constantly attracting tire kickers, take a look at your systems. Do you have a clear onboarding process? Do your lead forms or follow-up emails communicate next steps and expectations?
Putting a little structure around your process helps set the tone and gives your leads something to commit to. For example, you can create a quick intake form before showings or ask all new buyer leads to schedule a short consultation call. It might feel formal, but it sets a boundary and helps you filter out the ones who aren’t really ready to work.
Protect Your Time with Boundaries
It’s okay to say no. Really.
If someone wants to see a home but isn’t pre-approved and doesn’t have any intention of buying soon, it’s okay to explain your process and ask them to complete certain steps first. You can say something like, “I’d love to help, but to respect both your time and mine, I usually wait until clients are pre-approved before scheduling showings.”
It’s respectful, clear, and keeps your calendar from filling up with time-wasters.
Follow Up, But Don’t Chase
Just because someone isn’t ready now doesn’t mean they won’t be later. Keep a system in place to follow up with leads who may need more time, but don’t spend your prime work hours chasing them.
Add them to a nurture sequence. Drop them into a monthly email list. Engage with them on social media. But don’t let them take top priority over your warm leads or active clients.
When and if they’re ready, you’ll be top of mind without having to exhaust yourself in the process.
Final Thoughts
Tire kickers are part of the business, but they don’t have to throw off your entire day or eat into your energy. By setting better expectations, qualifying leads early, and creating a strong follow-up system, you can keep your pipeline full of people who actually want to move forward.
The goal is simple: Work smarter, not harder.
And remember, your time is valuable. Spend it with the people who are ready to spend it with you.
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