Solo Agent Academy™ · Free Interactive Tool

Decision Gap Tool

Decision Gap
Action Planner

Map your next move with a specific client who is stalled in the Decision Gap.

Identifies the phase they’re in. Gives you the action that fits that phase.

How this works. The Decision Gap Loop™ identifies six phases clients move through before committing to a real estate decision: Awareness, Desire, Hesitation, Rationalization, Re-Engagement, and Commitment. Answer six short questions about a specific client, and the planner maps them to their current phase, names what they need from you, and gives you the next action that fits.

Progress 0 of 7 answered

The Client

Client reference

Just a name or shorthand for your action plan.

Client type

Where They Are

Question 1 of 7

What does this client most often say when you talk about a move?

Pick the closest match to their actual words.

"We're just looking" / "What's our home worth?"Curious. Not committed. "We loved that house" / "We need more space" / "We're ready for less maintenance"Personal. Imagining the move. "What does this actually cost?" / "The payment feels heavy" / "We need to wait"Worried about the math. "We'll wait for rates to drop" / "Prices are too high" / "It's not the right time"Explanations that sound logical. They've gone quiet for a while, then resurfacedA shift brought them back. "That makes sense" / "This feels right" / "I'm comfortable with this"Calm. Measured. Ready.

Question 2 of 7

What's their level of activity right now?

What they're actually doing, not what they say they'll do.

Browsing listings, opening market updates, watching from a distance Saving specific properties, running payment scenarios, asking specific questions Engaged for a while, then pulled back when the numbers came into focus Reading articles, watching videos, comparing opinions — looking for validation Was silent for weeks/months, now reaching out again after a market shift or life event Reviewing specific criteria, asking confirming questions, preparing to act

Question 3 of 7

When did things slow down with this client?

The moment when forward motion paused.

It never really started — they've been curious from the beginning After they got excited about something — a specific house, a feeling, a possibility When real numbers entered the conversation — the payment, the rate, the comparison After they had time to think — now they've come back with reasons for waiting They went silent for a while — now they're reaching out again They haven't slowed — they're aligned and steady

Question 4 of 7

What's underneath their current state?

The feeling, not the topic. Trust your read.

Pure curiosity — they're gathering information, no commitment yet Excitement and vulnerability — they're imagining the move, but it's still abstract Fear of loss — loss aversion, rate anchoring, or lock-in effect Self-protection wearing the costume of logic — delay disguised as analysis Something external shifted — a rate dip, a life event, a nearby sale Stable certainty — emotional and financial alignment

Question 5 of 7

How long have they been in this state?

In a Decision Gap Market, time itself is information.

Very new — this is the first or second conversation A few weeks — recent engagement A month or two — this has been a slow build 3+ months — this has been a long arc Long pause — recently reactivated The decision came together recently

Question 6 of 7

What kind of question are they really asking?

The deeper question underneath the surface ones.

"Should I do this?" — still evaluating whether to move at all "Could this actually work?" — trying to see whether possibility is achievable "What will this cost me?" — calculating the loss, the risk, the unknowns "Should I wait?" — looking for permission or justification to delay "Has anything changed?" — checking whether the situation is different now "What's the next step?" — ready to execute, looking for confirmation

Question 7 of 7

Honestly, how have you been responding to this client?

This shapes what to do differently. Be honest.

Pushing for the next step — "we should meet," "let's get you pre-approved," urgency Defending the market — arguing rates, debating, trying to convince with logic Mostly absent — haven't followed up much, assumed they'd reach out when ready Sending the same kind of message repeatedly — "just checking in" or similar Calm and steady — matching their pace, providing clarity Honestly, I'm not sure — that's why I'm using this tool

Decision Gap Action Plan

Your Client's Phase & Next Move

Decision Gap Loop™ Phase

Why This Phase

What the signals tell us

What This Phase Needs

What this client actually needs from you right now

The Action That Fits

Your next move with this specific client

Ask This Question

The question that fits this phase

Use This In Your Next Conversation

What To Avoid

The mistake that breaks trust at this phase

Calm Authority Posture

Decision GapAction Planner