Timing isn’t just important in comedy — it’s critical in sales, too.
When you talk to sellers and buyers during the day can actually make or break your deals. Here’s why you should catch sellers late in the day and buyers early in the morning.
Sellers Are More Flexible at the End of the Day
By the time evening rolls around, sellers are tired. They’ve had a full day of meetings, rejections, negotiations, and fires to put out. Their energy — and sometimes their resolve — is lower. That’s exactly when you want to talk to them.
At the end of the day:
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They’re less defensive.
They’re not in “morning warrior mode,” fighting for every inch. They’re ready to wrap things up, not drag them out. -
They want to clear their to-do list.
If you show up with an offer or a way to move the ball forward, they’re more likely to say “yes” just to get it done. -
Emotions soften.
Tired people are more emotional people. That often leads to more willingness to compromise.
If you call a seller first thing in the morning, you’re dealing with their most alert, most stubborn self. Wait until the day wears them down — then make your move.
Buyers Are More Decisive in the Morning
Buyers are a different story. You want their attention when they’re fresh.
First thing in the morning:
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They’re clear-headed.
They haven’t been hit with a dozen distractions yet. They have mental space to actually think through a buying decision. -
They have energy for action.
Buying requires motivation. It’s a leap. Morning energy fuels bigger moves. -
They want to get things off their plate.
Many buyers think: “If I’m buying today, let me get it done early.” Catching them before their day spirals gives you a much better shot at closing.
If you wait until the afternoon, buyers are distracted, fatigued, and thinking about wrapping up their day — not making new commitments.
Bottom Line
Sellers are most flexible when they’re tired. Buyers are most decisive when they’re fresh.
Work the clock in your favor:
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Buyers = Morning
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Sellers = End of Day
You’ll close more deals just by knowing when to pick up the phone.
