Still getting ghosted by seller leads? Chances are, you're not losing the lead—you’re losing control of the conversation. In this post, Cody & Vikram unpack the DHIS Framework, a powerful approach that disarms resistance, humanizes objections, and gets real sellers talking. If you’re tired of chasing and ready to start closing, this is your new script.
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If you’ve ever gotten off a call with a seller lead and felt like you were shadowboxing with a ghost, you didn’t lose the lead…
You lost control of the conversation.
Now, it’s not your fault but it is your problem...
You were probably trained to show up like an expert, pitch your value, overcome objections, and try to “sell the benefits.”
Which is fine… if your prospect is a robot.
But real humans?
They don’t respond to that. They get guarded, combative, or worse polite but totally disinterested.
So today, we are giving you the real playbook ... The DHIS framework.
This is how you cut through defenses, ditch the sales pitch, and actually get someone to open up, trust you, and talk real.
When you sound like a salesperson, they act like a skeptic.
But when you sound like a curious human? They lean in.
Disarming is about neutralizing the tension so you don’t get surface answers, auto-responses, or the dreaded “We’re good for now, thanks.”
Let’s say they say:
“We’re thinking about waiting until the market cools down.”
Don’t correct. Don’t educate. Don’t "tell."
Try this instead:
“When you say cool down, what exactly do you mean by that?”
“Interesting—why do you feel that way?”
“Can I ask where you heard that from?”
“How did you arrive at that idea?”
These questions do one thing: they open the door.
And once it’s open, you don’t need to push.
Here’s where you separate the closers from the chasers.
Most agents hear an objection and immediately launch into defense mode:
“You don’t want to FSBO, here’s why…”
“The market’s great for sellers right now, let me show you the stats…”
No. No. No.
When you do that, you're solving a problem you haven’t even diagnosed yet.
Instead, you isolate the real concern.
Like a surgeon looking for the pressure point. And you do it like this:
“Help me understand—what’s the main hesitation for you right now?”
“What would need to change for this to feel like the right time?”
“Is it more about timing… or something else?”
“What’s the real risk you're trying to avoid?”
It’s not about being slick.
It’s about being curious enough to earn the truth.
Once you isolate the issue, you're no longer guessing.
You're guiding.
Here’s where most agents blow it a second time.
They finally hear the real concern… and immediately go into Fix-It Mode.
“Oh that’s not a problem—we could absolutely get that sorted…”
Stop.
Don’t solve it. Get them to solve it.
That sounds like:
“If you did wait six months… what do you think the outcome would be?”
“What do you think your ideal scenario looks like?”
“Would it help to get some clarity on how those timelines might affect your bottom line?”
Now they’re talking with you. Not at you.
And from here? You can guide them to the next step without ever pushing for it.
This one’s a classic.
They pick up. You start talking. And then—boom:
“Can you just call me back later?”
Most agents panic here.
They say:
“Oh sure! I can call anytime—nights, weekends, whatever works for you!”
Congratulations—you just killed your authority.
Instead, here’s how to flip the script like a pro:
“Yeah, that’s not a problem. What I can do, if it helps you, is give you my number—and if I’m free later, you can give me a ring back. Would that help you?”
That subtle move repositions you as the busy expert—not the hungry rookie.
Or if you want to lock it in:
“Totally understand. While I’ve got you, would it be alright if I just asked you a quick question to update our system—or even just delete you altogether if it’s no longer relevant?”
Delivered fast. Calm. Cool.
That question alone has booked thousands of conversations with cold leads.
If you're done with surface-level conversations…
If you're sick of callbacks that never get answered…
And if you're ready to actually understand and guide your prospects like a trusted pro...
Just click HERE and I’ll get you into a meeting with our team to help you deep dive how to stop losing out on deals to other top agents in your local market.
Cody & Vikram
Founders of Sheridan St. & TRIS
Hosts of The RE Agent Podcast
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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