Warm leads freeze at commitment — how do you fix this?

We sell spots on a waitlist for a sustainable residential community in Portugal (Amara Village). Leads come through ads, watch a webinar, book a call — they're pre-qualified, they have the budget, they genuinely love the concept.

The ask on the call: a €10k deposit to secure their spot. It's non-refundable but fully transferable/sellable (and likely grows in value as prices increase monthly). Legally secured, logically sound.

But many still freeze. They say they need more time, more documents, more thinking. Even when we handle every objection.

Two things we're trying:

Sending them a document explaining the waitlist process before the call so the deposit isn't new information when we bring it up
Shifting the call structure to focus first on their values and life goals rather than project details — so by the time we mention the deposit, they're emotionally bought in

My questions for this group:

Are these approaches actually effective or are we treating symptoms?
What do you do when a lead is clearly interested but can't pull the trigger on a high-ticket non-refundable commitment?
Any pre-call or in-call tactics that have worked for you in similar situations?

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