The call

How to respond when a seller says "Who is this?" on your first call

When a seller answers your call with a questioning "Who is this?", it means he or she is not expecting you. This is a chance to reset the tone and introduce yourself clearly and professionally.

November 8, 2026 · 4 min read

Why a seller asks "who is this?"

A seller who answers with "Who is this?" might be screening calls, or perhaps he or she simply does not recognize your number. It is not necessarily a sign of disinterest, but rather a natural reaction to an unknown caller. He or she has likely received numerous calls or texts from various sources, so your call is just another in a long line.

Understand that he or she might be feeling overwhelmed or cautious. Your goal is to immediately put him or her at ease, not to push for information. Your opening sets the stage for the rest of the conversation, so a calm, clear response is essential.

Your immediate, calm response

The most effective immediate response is simple and direct: "Hi, this is [Your Name]. I am calling about the text message you sent regarding your property at [Property Address]." Say it calmly and clearly. Do not rush your words or sound defensive.

This approach immediately connects your call to an action the seller took (sending the text) and provides context. It shifts the conversation from "who are you?" to "what about the text?" This is the critical pivot you need to make in those first few seconds.

Introducing yourself and your purpose

After the initial connection, you can elaborate slightly: "My company buys houses in the area, and we received your reply indicating you might be interested in selling your property." Keep it brief and professional. Do not launch into a long pitch.

Your purpose is to remind him or her that he or she initiated contact, which helps establish credibility. You are not a random telemarketer; you are following up on his or her own expressed interest. This distinction is important for building trust.

Pivoting to their text message reply

Referring back to his or her specific text message is powerful. You might say, "In your text, you mentioned [briefly recall a specific detail if he or she provided one, like 'needing to sell quickly' or 'the house needing repairs']. Can you tell me a little more about that?" This shows you paid attention to his or her reply.

If the text was generic, simply refer to his or her interest in selling. "You replied to our text about buying your house. Could you share a bit about what prompted you to consider selling at this time?" This opens the door for him or her to share his or her motivation. For more on responding to initial texts, see /learn/how-to-respond-to-a-motivated-seller-text.

Setting the tone for the rest of the conversation

Your calm and direct approach establishes a professional and respectful tone from the start. It signals that you are there to help, not to pressure. Maintain this tone throughout the call, especially if the seller remains cautious. Give him or her space to speak and ask questions. You can find more about the initial conversation dynamics in our guide on /learn/first-call-with-a-motivated-seller.

Remember that the first call is about building rapport and understanding his or her situation. It is not about closing a deal. A successful first call creates an opening for a second conversation, even if the first one started with a hesitant "Who is this?"

Avoiding common pitfalls with this opening

Do not try to guess why he or she is asking "Who is this?" Do not assume he or she is angry or hostile. Reacting with defensiveness or a hurried explanation will only make him or her more wary. Keep your initial response concise and fact-based.

Avoid asking invasive questions too early or pushing for personal details. Stick to the property and his or her stated interest in selling. If he or she expresses confusion about the text, calmly reiterate that you are following up on his or her reply. You can explain that your company reaches out to homeowners who might be interested in selling, and his or her response indicated interest.

Questions people ask

Should I apologize for calling?

No, you do not need to apologize. You are following up on a text message he or she sent. A simple, confident introduction is much more effective than an apology, which can make you sound unsure or guilty.

What if they sound annoyed when they ask?

Maintain your calm tone. Acknowledge his or her tone implicitly by being extra polite and clear, but do not mirror his or her annoyance. Your steady demeanor can help de-escalate any initial frustration he or she might have.

Does this mean my lead is bad?

Not necessarily. Many people screen calls or forget they replied to a text message. A "Who is this?" is simply a request for clarification. Your response determines whether it becomes a good conversation or a quick hang-up.