Buying or selling a house is a huge financial and emotional decision, and real estate objections from clients give you a peek into your prospect’s fears and priorities. Listening carefully and addressing these issues with empathy and amazing prowess will build trust and show your value as a real estate pro. I’ll cover several common objections and scripts you can use to redirect the conversation, build rapport, and guide your prospects toward making the best decision for their unique situations.
Seller Objections
To no one’s surprise, money is the root of most real estate objections. However, when it comes to real estate objection handling, these are easier to overcome than many agents believe. Here are a few seller objections and scripts to help you navigate the conversation to do just that.
1. Commission Too High/Can You Lower Your Commission?
Many agents clam up when sellers mention agent commissions during real estate prospecting. Typically, sellers object to your commission because they don’t want to lose money. Your job is to show your value and how to help your prospects achieve their goals.
I hear you on the commission concern, and I get it. You want to keep as much money in your pocket as possible. But here’s the thing—my commission isn’t just a random number. It reflects all the hard work and expertise I bring to the table to ensure your home sells quickly and for the highest price.
You’re not just getting a sign in the yard when you work with me. You’re getting a marketing expert who will:
- Dig deep into market research to nail the perfect price
- Offer pro staging advice and professional photos
- Deep dive into marketing, from online listings to my network of buyers and agents
- Negotiate like a boss to get you the best deal
- Handle all the transaction details, so you can relax
Could you find someone to do it for less? Maybe. But they might not have the same skills, connections, or dedication. And in the end, that could mean your home sits longer, gets less exposure, and sells for less.
The bottom line is my commission is an investment in your success. I’m here to make sure you walk away happy, with more money in your pocket and less stress on your shoulders. Let’s talk about your goals and how I can help you crush them, commission and all.
2. Re-list With the Same Agent (Expired)
When a listing expires, the sellers may feel a sense of loyalty to their agent, even if they feel frustrated with the situation. Approach your expired listings with a fresh perspective, and you may be able to convince them you can get better results while giving them a renewed sense of hope.
I hear you wanting to work with someone you know and trust. But let me ask you this: If you were feeling sick and your primary doctor couldn’t figure out the problem, wouldn’t you get a second opinion?
It’s the same with selling your home. If it didn’t work out the first time, it might be worth getting fresh eyes on the situation. That’s where I come in.
I’ve helped many sellers who were in the exact same spot. They took a chance on me, and I brought in a whole new approach—from marketing to negotiating to just plain hustling—to get their home sold.
And here’s the thing—I’m not just here for a quick commission. I’m in it to help you make a change and move on to bigger and better things.
So while I totally get the appeal of sticking with what (or who) you know, I want to challenge you to think about what will get you the best results. Let’s grab a coffee and chat about how a fresh perspective could be just what you need to finally get that sign up.
3. Our House Is Worth More/Zestimate Says It’s Worth More
As agents, we know how the Zillow Zestimate algorithms work and how inaccurate they tend to be. But your homeowners don’t. It’s your job to show how your local market research will help them sell their homes faster at the right price for your market.
I understand. You don’t want to undervalue your home, and online estimates, like Zestimates, can be attractive. But here’s the thing—those estimates don’t always reflect the local market or take into account your home’s unique value, and they can be misleading.
My CMA is based on in-depth research of the local area, current market trends, and years of local expertise. It’s designed to help you price your home strategically so you can sell quickly and for the best possible price.
I know it’s hard to hear your home might not match an online estimate, but my goal is to be your advocate and help you get the best outcome. I’m not trying to undervalue your home, but I want to make sure it’s priced right for this market.
Let’s review my CMA together and discuss a pricing strategy that positions your home for success. I’m confident we can agree on a price you’re comfortable with and that attracts serious buyers.
Remember, the longer a home sits on the market, the harder it becomes to sell. Let’s work together to price it right from the start and get you moving forward.
4. I Want to Sell Myself (FSBO)
When a homeowner tells you they want to sell their home FSBO, that’s another money objection. Many homeowners underestimate the work involved in selling a house and are concerned about spending any money when they don’t see value. Your job isn’t to demean their decision but to show your true value in the homeselling process.
I totally get the appeal of going FSBO—you want to save on commission and have control over the process. But here’s what I’ve seen over and over:
FSBO sellers often end up overwhelmed and frustrated, ultimately selling for less than they would with an agent. They underestimate the time, expertise, and negotiation skills it takes to get their home sold.
When you work with me, you’re not just getting a listing. You’re getting a partner who will:
- Price your home strategically based on current market data
- Market your property aggressively to a wide network of buyers
- Handle all the details and paperwork so you can focus on your move
- Negotiate fiercely to get you the best possible terms and price
I’m not just here to stick a sign in your yard and wait. I’m here to hustle, maximize your home’s exposure, and get results.
And in many cases, sellers who work with an agent net more, even after paying a commission. It’s because we have the tools, resources, and expertise to get you the highest price possible.
So before you jump into a FSBO, let’s chat about your goals and how I can help you achieve them with less stress and better results. I’m confident that we can get you where you want to go together.
5. Waiting for the Market to Improve
For listing agents, it’s never been more important to show your value when prospecting for listings. With the market shifting, uncertainty around the economy, and the many changes playing out publicly in court cases across the country, agents are tasked with reminding their prospects exactly why they’re so invaluable and necessary.
You know, a lot of people think they should wait for the “perfect” time to sell, but here’s the thing—there’s really no perfect time. The right time is when it works for you and your goals.
Trying to predict the market is like guessing the weather. And waiting could mean missed opportunities or more competition down the road.
The smart move is to list now and take advantage of today’s active buyers. With strategic pricing and marketing, we can make the most of the current conditions and get you the best price for your home.
And here’s the best part—selling now could open doors to your next chapter, whether that’s a new home, city, or adventure.
So, let’s focus on your goals and what’s right for you. Whether the market’s up, down, or sideways, I’m here to help make your move as smooth as possible.
Buyer Objections
If we’re being honest, most homebuyers need a lot of education. When they typically throw out an objection, it’s based on fear of the unknown. They may simply need reassurance they’re making the right decision. Your job in these situations is to educate buyers so they can make the most informed decision.
6. Just Looking/Not Ready to Buy Yet
When a buyer tells you they’re just looking, they could be in the early stages of the buying process. But they could also be giving you a knee-jerk reaction, much like most of us when someone approaches us in a retail store and asks if they can help us. It’s worth probing a bit to get to the correct answer and know how to best help them through the process.
I get it. You’re just starting to explore your options and need more time to dive in. No worries at all! My job is to help you navigate the process—at your own pace—without any pressure.
What sparked your interest in looking at homes, if you don’t mind me asking?
Do you have a rough timeline in mind for when you might want to make a move?
Great! Knowing more about your goals and motivations will help me tailor my communications with you and provide the most relevant info and support. In the meantime, here’s what I can do:
- Keep you in the loop about new listings that match your criteria
- Answer any questions you have about the market, the process, or specific homes
- Connect you with a few trusted lenders when you’re ready to explore financing
That way, you’ll be ready to act quickly when the right home does come along.
So, let’s stay in touch! Feel free to reach out anytime with questions or just to chat about your homebuying journey. I’m here to be your resource and guide, every step of the way.
7. Already Have an Agent
With this particular response, you first want to establish whether or not the prospect has a signed agreement with a buyer’s agent. If they have a contract, politely thank them for their time and wish them luck on their homebuying journey. But if they have not signed a buyer’s representation agreement with another agent, feel free to use this script.
No problem at all! I’m glad you’ve already got someone in your corner working for you.
Quick question, though—how’s it going with your agent so far? Are they meeting your needs and helping you find the right homes?
I ask because sometimes, even with the best intentions, the agent-buyer relationship doesn’t quite click. And in a market this competitive, it’s crucial to have a partner who really gets you and is working hard to find homes that match your criteria.
If you’re happy with your agent, that’s fantastic! But if you ever feel like you need a fresh perspective or a little extra support, I’m always here to chat.
In the meantime, I’m happy to be a backup resource for you. Feel free to reach out if you have any questions or just want to talk shop about the market.
Finding the right home is too important to settle for anything less than the best. So if you ever want to explore your options, I’m just a call or text away!
8. Need to Sell Their Current Home First
Buyers who need to sell their current home may be concerned about the logistics of managing two transactions simultaneously. Approach these buyers with a clear direction and strategy to help them through a tricky transaction.
Yes, selling your current home while buying a new one is a common challenge. You’re not alone—a lot of buyers find themselves in the same boat.
Here’s the thing—in today’s market, homes are moving fast. And the last thing you want is to miss out on your dream home because you’re waiting for your current home to sell.
That’s where I come in. I can help you create a game plan to make the transition as smooth as possible. Here are a few options we can explore:
- We can start by getting your home market-ready now, so it’s primed to sell quickly when the time comes.
- You can explore bridge loans or other financing options that could help you buy before you sell.
- I’ll help negotiate a contingency clause that gives you time to sell your home after you find your new one or work in a lease-back option.
- I can also look into short-term rental options to help you with your transition after you sell your home.
The key is to be proactive and strategic, so you’re in the best position to make a move when the right home comes along.
So let’s sit down and talk through your timeline, your must-haves, and your budget. Together, we can create a step-by-step plan to get you from where you are to where you want to be.
And in the meantime, I’ll keep an eye out for any off-market or coming-soon properties that might be a perfect fit.
With the right strategy and a little bit of hustle, we can make your homebuying dreams a reality—no matter what your current situation looks like.
9. I’m Not Ready to Sign a Contract With an Agent
Some buyers may be hesitant to sign a contract with an agent because they’re unsure about committing to the homebuying process or don’t fully understand the benefits of having an agent in their corner. Approach these buyers with empathy and understanding, explaining your solutions to avoid as much out-of-pocket expense as possible.
I hear you on not wanting to sign a contract right away. Buying a home is a big deal, and you want to make sure you’ve got the right fit.
At the same time, in today’s competitive market, having a committed agent in your corner can make all the difference. When you work with me, you’ll have access to off-market properties, early showings, and a direct line of communication with sellers’ agents.
Plus, signing a contract doesn’t mean you’re stuck with me forever. It just means we’ve agreed to work together exclusively for a set period of time so I can give you my full attention and resources.
Here’s what I propose: let’s sign a 30-day contract as a “trial run.” This way, we’re both committed to working together exclusively, and you’ll get the full benefits of having a dedicated agent.
During the next 30 days, you’ll see my market knowledge, responsiveness, and dedication firsthand. If it’s not the right fit, no worries. We can part ways at the end of the 30 days, no hard feelings. But if you like what you see, we can extend the contract and keep the momentum going.
My goal is to help you feel confident and supported in your homebuying journey, and a short-term contract is the best way to make that happen.
So, are you open to signing a 30-day contract and experiencing the full benefits of having a buyer’s agent?
Let’s get the paperwork squared away, so we can focus on finding your perfect home!
10. I Don’t Want to Pay the Buyer’s Agent Commission
With the recent changes in the industry, some buyers may be concerned about the buyer’s agent commission in the contract and hesitant to sign an agreement, potentially leading to out-of-pocket expenses for representation. Now is the time to educate buyers on why having their own agent is more important than ever.
I completely understand your hesitation to sign a contract that mentions buyer’s agent commission. It’s a valid concern, especially with the recent changes in the industry.
Here’s the thing—as your buyer’s agent, one of my top priorities is negotiating the best possible deal for you. That includes working with the sellers to offset the commission so it doesn’t come out of your pocket.
With the recent changes in the industry, it’s increasingly important for buyer’s agents to have this conversation upfront with buyers. We know buyers are savvy and want to ensure they’re not taking on any unnecessary costs.
When we submit an offer, I’ll work diligently to negotiate with the sellers and their agent to have them cover the buyer’s agent commission.
Now, I know it can feel a bit uncomfortable to see the commission in writing on the contract. But here’s the reality—having a clear, transparent agreement is crucial for protecting your interests and ensuring a smooth transaction.
By signing the contract, you’re acknowledging that, as your agent, I’m committed to working on your behalf and negotiating the best possible terms for you.
So, what do you say? Let’s get the contract signed, so I can start putting my negotiation skills to work for you. With me in your corner, you can feel confident that I’ll do everything in my power to offset that commission and secure the best deal possible on your dream home.
When it comes to buyer objections, real estate changes can feel overwhelming. The main goal is to find a foothold to grow the relationship and build trust. Transparency around the current reality is crucial. Most people want to feel like they’ve made the right decision, so using some of your testimonials could go a long way in assuaging any doubts about their decision to choose you over other agents.
Real Estate Objections in Listing or Buyer Presentations
The most effective way to handle real estate objections is to address them proactively in your listing and buyer presentations. By anticipating common concerns and providing clear, concise answers upfront, you demonstrate expertise, build trust, and reduce the chances of objections slowing down or preventing the transaction later. Instead, anticipate real estate objections and address them in your presentation. The secret is to diffuse the objection before emotions take over.
Here are a few examples of both listing and buyer presentation techniques for proactively addressing objections:
Listing Presentation Objections
| Objection | Pre-objection Handler | Solution |
|---|---|---|
| Seller believes your data does not reflect the market | “You may be concerned why Zillow says something different from my CMA.” | Explain why sources like Zillow may come up with a different value than your CMA before presenting your proposed price. |
| Seller believes their home is nicer than comparable homes | “You may believe your home is better than the other homes in the neighborhood.” | Explain that sellers may have an emotional connection to their property, creating a perceived additional value. |
| Seller believes they have invested more in their home than the comparable homes | “You may feel that you have invested in features, like windows, that have increased the property's value." | Explain why some upgrades, like new insulated windows, do not increase that value dollar for dollar. |
| Seller wants to test the market | “I would like to review my pricing strategy with you so you understand how I get qualified buyers to your home.” | Explain in detail how your pricing strategy will net them more money. |
| Seller believes it is customary to negotiate commissions | “Allow me to explain how commission is divided up.” | Sellers don’t understand that agents are independent contractors who carry many sales-related expenses. Detail the cost to manage a transaction. |
| Seller doesn’t understand your pricing strategy | “Let me explain how I interpret the market data and how I use it in my pricing strategy.” | Explain to them that you don’t create the market; you just interpret it. You will review with them each week how the market responds to their price, and you may need to make price adjustments to find the price the market will accept. |
Buyer Presentation Objections
| Objection | Objection Handler | Solution |
|---|---|---|
| Buyer is reluctant to sign a buyer’s brokerage agreement | “I want to go over the buyer’s brokerage agreement and explain why it’s important in today’s current real estate environment.” | Explain to them why it’s important to have a contract in place to protect you and your clients in the wake of the recent court cases. |
| Buyer says they’re just looking or not ready to buy yet | “You may not be ready to buy yet, but let’s cover some important steps you should take in the meantime.” | Explain how the homebuying process works and how long each step can take so they have a better idea of when to start the process. It’s probably sooner than they think. |
| Buyer is waiting for the market to improve before buying | “You may think right now is not a good time to buy.” | Explain how the market is always unpredictable and there’s no guarantee the market will ever be better than it is right now. Let them know that the only timeline that matters is the one that is right for them. |
| Buyer needs to sell current home before committing to buying another home | “You may feel like you have to wait to sell your current home before you can purchase your next one.” | Show them how you can create a strategic gameplan to help them sell their current home and find their next home simultaneously. |
| Buyer is confused or reluctant to sign a contract where they have to pay for the buyer’s agent commission | “Let me explain how the new court cases have changed the way buyer’s agent commission is structured.” | Lay out the current policies in place and what that means for buyer’s in today’s real estate industry. Show your value to justify the commission they are now expected to be responsible for. |
Tips to Handle Real Estate Objections Effectively
In real estate objection handling, an inexperienced real estate agent might believe that simply answering a prospect’s objection will solve the problem. The truth is, if you don’t fully understand the underlying issue, you’re like a doctor prescribing medication without a diagnosis. Understanding the why behind the objections is vital before attempting to address them. Here are a few tips to help you navigate the conversation:
- Listen actively: The first step is to listen to your prospect’s concerns. Give your full attention and avoid interrupting them or making assumptions. Ex: Can you tell me more about that?
- Empathize: Show genuine interest and understanding of your prospect’s situation and feelings. Ex: I understand how you feel. It’s normal to have doubts, and I’m here to support you through the process.
- Ask questions: Use open-ended questions to get to the root of the objection and better understand your prospect’s needs and concerns. Ex: What specific aspects of the home are you unsure about? How can I help clarify that for you?
- Acknowledge and validate: Let your prospect know you hear and understand their concerns. One way to do this is to repeat their concerns back to them. Validating their feelings can help build rapport. Ex: It’s absolutely normal to feel hesitant about making such a big commitment. I appreciate you sharing your concerns with me.
- Reframe the objection: Help your prospect see the situation differently by reframing their objection more positively. Ex: I understand your concern about the price. Let’s look at it from a long-term investment perspective—consider the potential for appreciation in this neighborhood.
- Offer solutions: Present creative solutions or alternatives to help overcome the objection and move the conversation forward. Ex: If the move-in timeline is challenging, we can explore a rent-back agreement or a more flexible closing date to make this work.
- Practice patience and persistence: Some objections may simply be a request for more time and require several conversations to resolve. Stay patient, follow up consistently, and continue to provide support. Ex: I understand you need time to consider your options. Let’s schedule a follow-up conversation next week to discuss any new thoughts or concerns you may have.
Remember, the initial objection may not be the real issue the prospect is facing. Strive to uncover and address the underlying concerns instead of reacting to the objection. Be the guide and the sounding board to help them through the decision-making process.
Your Take
Handling objections in real estate takes practice, empathy, and a deeper understanding of your client’s fears. Study these situations and the emotions that coincide with them to learn how to overcome real estate objections skillfully.
Know a great strategy I didn’t mention? Let me know in the comments below.
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