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Learn from this investor’s $100m mistake
In 2010, a Grammy-winning artist passed on investing $200K in an emerging real estate disruptor. That stake could be worth $100+ million today.
One year later, another real estate disruptor, Zillow, went public. This time, everyday investors had regrets, missing pre-IPO gains.
Now, a new real estate innovator, Pacaso – founded by a former Zillow exec – is disrupting a $1.3T market. And unlike the others, you can invest in Pacaso as a private company.
Pacaso’s co-ownership model has generated $1B+ in luxury home sales and service fees, earned $110M+ in gross profits to date, and received backing from the same VCs behind Uber, Venmo, and eBay. They even reserved the Nasdaq ticker PCSO.
Paid advertisement for Pacaso’s Regulation A offering. Read the offering circular at invest.pacaso.com. Reserving a ticker symbol is not a guarantee that the company will go public. Listing on the NASDAQ is subject to approvals.
Objection Crusher: “We’re Not Ready to Decide”
How to turn hesitation into momentum
The worst part about this objection? It sounds reasonable. It feels like patience. But in sales, “not ready” often means “not clear” or “not convinced.”
Elite sellers don’t push harder—they get sharper. They use this moment to uncover hidden friction, clarify decision criteria, and map a path forward with zero pressure.
If you can help the buyer define what “ready” really means, you’re back in control.
Your Ready-to-Use Scripts
When they say: “We’re still thinking it over.”
Say: “Totally fine. What would help you feel 100% confident in moving forward?”
When they say: “We’re just not there yet.”
Say: “Understood. Can I ask what still feels unclear or unfinished on your side?”
When they say: “There are still some internal discussions happening.”
Say: “Got it. Would it help if we mapped out the key pieces that still need alignment?”
When the deal is stuck in limbo.
Say (in follow-up): “Circling back what needs to happen before a decision can be made? Happy to help however I can.”
Action Steps This Week
Coach reps to slow down clarity drives decisions, not pressure.
Build a “decision readiness checklist” to guide your conversations.
Roleplay these scripts in your next team call and practice tone.
Track stalled deals by reason timing, budget, internal confusion and coach accordingly.
No pressure. Just precision.
