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.

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

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.

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.

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.