Dispositions

How to train a setter for sellers who are 'just curious'

Training a setter to handle sellers who are 'just curious' means teaching him or her to identify underlying motivation and keep the conversation open. These sellers often have a real need but are not ready to fully disclose it or commit, so the setter's job is to gently probe without pressuring.

November 15, 2026 · 3 min read

Recognize 'just curious' as a common defense mechanism

Sellers often say 'just curious' to avoid committing or revealing personal information on a first call. It is a soft 'no' or a stalling tactic. Train your setters to understand this is not necessarily a dead end, but a signal to adjust their approach.

The setter's goal is to turn that curiosity into a valid reason for a follow-up or an appointment, even if it is simply to provide more information or clarify their options.

Teach empathetic questioning and active listening

Instead of directly asking 'Why are you curious?', setters should use open-ended, empathetic questions like, 'I understand, many people are just curious about their options. What sparked your curiosity about selling today?' or 'What information would be most helpful for you right now?'

Emphasize active listening. The seller might drop hints about his or her situation—a recent inheritance, a job change, a property needing repairs—that the setter can pick up on to guide the conversation without being aggressive.

Focus on value and education, not immediate offers

For a 'just curious' seller, the setter should shift from trying to get an immediate appointment to offering value. This might involve explaining your process, how cash offers work, or the benefits of selling as-is. The goal is to build trust and position your company as a helpful resource.

A setter could say, 'Even if you're just curious, I can quickly explain how we make cash offers, so you have that information for the future. Would you be open to a brief chat about that?' This disarms the seller's defense.

Practice 'permission-based' next steps

Setters should learn to ask for permission for the next step. Instead of 'Can I schedule you for an appointment?', try 'Would it be alright if I sent you a quick email with more information, and perhaps we could touch base next week after you've had a chance to look it over?'

This approach respects the seller's current stance and keeps the door open. It transitions the call from a sales pitch to a helpful interaction, increasing the likelihood of a future connection. The target is a 'soft' appointment, not a hard close.

Role-play specific 'just curious' scenarios

The best way to prepare setters is through consistent role-playing. Create scenarios where the seller repeatedly says 'just curious' and coach the setter on different ways to respond. Record these sessions for feedback.

Reviewing call recordings together helps identify missed opportunities or areas where the setter might be too pushy or too quick to disengage. It is about fine-tuning their ability to listen and adapt in real-time.

Set appropriate metrics and expectations

When dealing with 'just curious' leads, the success metric might not always be an immediate scheduled appointment. It could be successfully obtaining an email address, setting a follow-up call, or getting a clearer understanding of the seller's situation. Adjust your setter compensation to reflect these incremental successes.

Recognize that some 'just curious' leads will genuinely not be motivated, and that is fine. The training aims to identify the truly unmotivated quickly and efficiently, saving time for warmer leads, while nurturing those with latent motivation.

Questions people ask

Should a setter try to get a price from a 'just curious' seller?

Not usually on the first call. The goal is to build rapport and gather information. Pushing for a price too early can scare off a 'just curious' seller who isn't ready to commit.

What if the setter can't get any more information?

It's okay to let some 'just curious' leads go, or simply schedule a very soft follow-up far in the future. Not every lead is a deal. The setter's efficiency in identifying truly unmotivated sellers is also valuable.

How long should a setter spend on a 'just curious' call?

Keep it concise, perhaps 5-10 minutes. The aim is to gauge motivation and establish a next step. Prolonging the call without progress can be counterproductive for both the setter and the seller.