# What’s the difference between a sale that happens and a sale you make?

By [Michael Darken](https://proudli.com.au/pro/michael-darken-iiexpq2b) · published 2026-11-11

Every sale can be viewed through two lenses: the sale that happens to you and the sale you proactively make. Both may end up with a sold sticker on your listing, but they can often be tens of thousands of dollars apart. Understanding this difference can be key to maximizing the final price of your sale.

## The Sale That Happens to You

This is the situation we all dread — a buyer comes along, makes an offer, and you accept it without much back-and-forth. This sale typically reflects just one buyer’s willingness to pay on that specific day. It’s the kind of sale where you may end up wondering later if you could have gotten more.

The problem with this approach is that it leaves many questions unanswered. How many buyers came through your property? What were their thoughts or hesitations? Often, we don’t follow up with potential buyers who showed interest but didn’t submit an offer. This lack of communication means we miss crucial insights.

## The Sale You Make

In contrast, a sale you make involves actively engaging with interested buyers. This proactive approach can reveal whether those who visited your property might be willing to pay more if certain questions were answered or if they were given a chance for a second walk-through.

This is where the real power lies. By reaching out to potential buyers who didn’t submit an offer, you can uncover their reasons for hesitation. Did they feel the price was too high? Were there features they weren’t sure about? Understanding these concerns allows you to address them and potentially secure a higher offer.

### The Importance of Follow-Up

When buyers come through your property, it’s crucial to engage with them. Here’s how you can effectively follow up: - **Send a quick email or message** thanking them for visiting and asking for feedback. - **Invite them back for a second showing**, perhaps highlighting any changes or improvements made since their last visit. - **Ask open-ended questions** to gauge their interest and concerns.

These steps can help turn an interested buyer into an active one and open the door for better offers.

## Closing Thoughts

If you’re leaving potential buyers hanging after an initial showing, you could be missing out on significant revenue. The difference between a sale that happens and a sale you make ultimately hinges on your willingness to engage. Don’t just let a sale happen; take charge of the process. Reach out, ask questions, and follow up. You might be surprised at how much more you can earn by simply asking.  Understanding your buyers and their needs can lead to that higher offer, making your sale a success on your terms.

## About the author

Michael Darken's profile as Markdown: https://proudli.com.au/pro/michael-darken-iiexpq2b.md

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Source: https://proudli.com.au/pro/michael-darken-iiexpq2b/posts/what-s-the-difference-between-a-sale-tha
Last updated: 2026-11-11

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