The call

How to Identify a Seller Using Excessive Filler Words on a Call

A seller using excessive filler words like 'um,' 'uh,' or 'like' during a call can signal underlying hesitation or uncertainty. Identifying this communication style helps you adjust your questioning and tone to uncover his or her true concerns and motivation.

November 14, 2026 · 3 min read

Recognizing the pattern of filler words

It is not about a single 'um' or 'uh.' Pay attention to a consistent pattern where filler words frequently interrupt sentences or appear before answers to key questions. This indicates a pause for thought, often beyond just choosing words.

Listen for these verbal tics particularly when you ask about motivation, property condition, or price expectations. If he or she uses them repeatedly in these critical moments, it is a sign to dig deeper.

Interpreting the meaning behind the fillers

Excessive filler words often suggest nervousness, uncertainty, or that the seller is formulating an answer on the spot. He or she might be unsure of the information, hesitant to reveal something, or trying to gauge your reaction.

It could mean he or she is not fully committed to selling, has unspoken objections, or has not thoroughly thought through his or her situation. It is a signal of internal processing, not necessarily evasion.

Adjusting your questioning technique

When you notice this pattern, shift to more open-ended questions that allow the seller ample time to think and respond. Avoid rapid-fire questions that might increase his or her stress. For example, instead of 'What repairs does it need?' try, 'Could you walk me through the condition of the house, perhaps starting with any areas that concern you?'

Follow up his or her responses with empathetic listening and validating statements like, 'I understand that can be a tough decision.' This encourages him or her to elaborate without feeling judged or rushed.

Using silence effectively

If a seller uses filler words, resist the urge to jump in and fill the silence. After he or she responds, even with fillers, allow for a brief, comfortable pause. This gives him or her space to continue his or her thoughts or elaborate further without prompting.

Often, the most valuable information comes after a short silence, as the seller gathers his or her thoughts and decides what else to share. It communicates that you are patient and truly listening.

Focusing on underlying motivation

Ultimately, the goal is to uncover the seller's true motivation, which may be hidden behind his or her verbal habits. If he or she is using fillers when discussing why he or she wants to sell, gently guide the conversation back to that point with questions like, 'It sounds like you have a lot on your mind about moving; what's making you consider selling now?'

Emphasize that you are there to help solve a problem, not just buy a house. This approach builds trust and can encourage a more candid conversation. This is not legal, tax, or financial advice; consult professionals for your specific situation.

Questions people ask

Does using filler words always mean the seller is lying?

Not at all. It often indicates nervousness, uncertainty, or simply that the seller is thinking through his or her answer. It is a signal to explore further, not an immediate red flag for dishonesty.

Should I point out that the seller is using a lot of filler words?

No, never point this out. It will make the seller self-conscious and defensive, shutting down the conversation. Your role is to understand, not to correct his or her speaking habits.

Can I still make an offer if the seller is very hesitant and uses many fillers?

Yes, you can. The goal is to understand the hesitation, address it, and present your offer as a solution. If you can uncover and resolve his or her unspoken concerns, you can still close the deal.

What if the seller is just naturally a slow talker?

Distinguish between a slow pace and excessive fillers. A slow talker is deliberate; someone with fillers is often pausing to collect thoughts or to consider his or her words carefully, which is the pattern to watch for.