21 Common Objections & How to Handle Them

1. We’re not ready to list yet because we’d like to find a new home first.

What you say: “Let’s figure out what you need. Do you need to sell your current house to purchase your next home?

“If I find you a home before you’ve sold your current house, your offer would be contingent on the sale of your current property.

Most sellers don’t want to deal with a contingency, and even if the sellers accept your contingency offer, you’ll have to pay more.

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Do you see why that’s a weaker negotiating position?“Also, if you’ve signed a contract to buy a home and then you put your house up for sale, you’re more likely to take less money for your current house because you’ll want to get it sold in a hurry.

Do you see how buying before selling could lead you to lose on both ends of the transaction?”

One note: Always end with a question and make sure you’re leaving time for the client to respond. Don’t ever ask a question and then keep talking — wait for a response. 

“The reason you end with a question is you don’t want to tell them what to do,” noted Rubin.“

You can’t tell the buyers & sellers what to do; you have to help them understand and get to the answer themselves, so you demonstrate and then you ask them the question.“

And then the hardest thing for all of us is to what? Keep our mouth shut.”

2. We’re interviewing other agents & we’d like to think it over 

What you say:  “I’ll call in a day or two to see if you have additional questions. Is there something in my presentation you’d like me to cover in detail right now?“

I understand this is a big decision — but I know you’re looking to sell quickly. If you sign a listing agreement now, I’ll do an open house this weekend.“

Here’s a thought: We can do the paperwork now, and I’ll postdate it. If you don’t want to work with me, I’ll rip it up.

And if you do, we’ll be ready to go. “I can appreciate that you want to compare real estate agents.

Let’s set up a follow-up appointment so I can answer any concerns or questions you may have after you meet with the other agents.”

3. Another agent said they could get us more money.

In this scenario, said Rubin, “you need to have run the stats. It’s not about what you say or what the other agent says; it’s about the market.

”What you say: “Here’s exactly what’s happening in the market. We have X houses on the market 

4. We like you, but you’re the 1st we’ve talked to. We should probably interview others.

What you say:“ I understand — your house is probably your most valuable asset and you want to make the best decision. I do have a favor to ask, though: I really believe I can do the best job for you.

I’d like a chance to see if there’s anything else I can do for you before you make a final decision.

Would you be willing to meet me again tomorrow, after you’ve talked to the other agents? “What would you like to see in the marketing plan or in the representation of your agent and their company that I didn’t discuss with you?

“What would make it possible for you to make a decision tonight? “Is there anything you believe another company or agent could do for you that I haven’t offered to do?”

5. Zillow told us our house is worth more than you’re stating.

What you say: “Are you familiar with how Zestimates work?“ Zestimates take the deed recordings in a geographic area to determine the number.

That includes refinances & deed transfers from family members, and they don’t include the condition of the home or any upgrades.

They can often be too high or too low. “I’ll supply you with accurate information from the MLS, including interior photos of the properties most likely to be seen by buyers when they are also looking at your house.

In addition, I can show you the recent sales in the area appraisers will look at when they’re determining the value of your house from the buyer’s mortgage company.

“You’ll want the best information available when you decide how to price your house and when to place it on the market?”

6. We only want to give you a 60-day listing.

What you say: “I’m sorry, but our company policy is X months. “What concerns you that you are only willing to sign a shorter-than-normal listing contract?.

7. We decided to save the commission and sell it ourselves.

What you say: “I agree that you can save on commission by selling it yourself — but did you know that today there are X houses for sale & last month only Y actually sold?“

That’s an______months supply of houses currently on the market, and only 2% of houses sell by owner.

Don’t you want more than a 2% chance of selling your house? “Most top agents will never look at an FSBO, and buyers who will consider buying a FSBO will want to save the same commission that you’re trying to save.

Statistics show FSBOs sell for less than houses listed with a professional. That means you could have me market the house and pay my fees & still walk away from escrow in less time, with more $$ in your pocket, less expenses & no legal exposure than if you sold on your own.

8. Let’s list high; we can always come down later.

What you say: “I understand you want to leave room to negotiate, but have you considered the problems this could create?

“Most people won’t even bother looking at properties out of their price range.

You’ll have fewer showings & receive fewer offers — and they will be lowball offers.  “The best opportunity to sell your house for the highest and best price is in the first two weeks that it’s on the market.

If you price the house according to what you expect to sell it for, from the beginning, you will have more showings and could end up with multiple offers.“

In a multiple-offer situation, you will have the opportunity to have buyers bid up to the best possible price. Don’t you want to maximize your selling price?”

9. I have a friend in the business.

What you say: “I hope all my friends are as loyal as you are!

But let me ask you a question: Are you serious about selling your house, or just helping your friend get a listing? “If this is your most expensive asset, don’t you want to choose the best agent and not the agent you’re friends with?“

It’s important to be loyal to your friends, but because your home is probably your most valuable asset, you owe it to yourself to choose the professional who can best market the house and best represent you to get you the highest and best price and terms for your house.

Wouldn’t you agree? “Plus — if you have a problem with your friend’s performance or services, how will you be able to criticize or fire your friend?

Who would you rather yell at — me or your friend? “And then there’s the fact that you might need to reveal more about yourself to your friend than makes you feel comfortable.

When you start to negotiate and prepare for the settlement, you’ll be discussing your finances, life, your bottom line and opening up some very personal details about your life in the process.

Are you sure you really want to expose that much to your friend?”

10. You haven’t sold any houses in our area.

This is a good opportunity for new agents to shine, suggested Rubin. “Take it away from yourself” and talk about your company. Even a brand new agent probably knows more about buying and selling real estate than the average consumer.

What you say: “That’s a valid concern. The reason to choose me is not just for my knowledge and expertise, but for my company.

“My company has listed and sold many houses in this community. When you sign the marketing agreement with me, you’re signing up with my entire team.

You’ll immediately have your property exposed to potential buyers from all over the area and exposure to potential buyers is the most important thing about selling your home. Wouldn’t you agree?”

11. What do you do to sell homes?

What you say: “I have a _______ marketing plan in writing.  Can you show me the other agent’s written marketing plan so that I can compare what we will do to what they have promised to do?“

There are passive agents and active agents. I am an active agent — which means that when you hire me, I will spend my time actively marketing your home to the public, to the agents active in your area and on the internet, where 96% of all real estate transactions start.”

12. We will list with you if you reduce your commission.

What you say: “Let me explain a little bit about how the commission works.

Think of the total commission as a pie. “The pie gets cut in half immediately. Half of the pie is offered to the buyer’s agent’s office, while the other half stays with the listing agent’s office.

Then those halves get cut again and are shared between the office & the agent.

“The difference in my pocket between 1% and 2% is very little, so I would have no problem reducing the fee, personally.

However: The difference in your pocket can be huge because most agents are motivated by dollars, and with X houses on the market, buyer’s agents are going to show their buyers the houses that offer the greatest commission.

“So if we offer a discounted commission to the other agents, what that means for you is fewer showings and less qualified buyers.

That can result in a lower sale price or other issues during the transaction. Do you really think that is worth the perceived savings?”

I wouldn’t want you to spend money unnecessarily. Would today or tomorrow be best for me to come by?

“That’s a good idea — we want your house to be 100% ready to show when it goes on the market so we can maximize its impact.

Let’s get the paperwork signed now, and then we can pick a target date for putting it actively on the market. How much time do you think it will take to complete the items we discussed?”

This objection is entirely avoidable, noted Rubin. “Make sure you’re meeting with everybody who needs to be part of the decision-making,” she advised.

What you say: “I can understand that; this is an important decision.

Would later today or tomorrow be best for me to meet with both of you and answer any questions and review our plan?

“When will you be speaking to your significant other? Let’s set up a time to meet afterward so I can address any questions and concerns.”

16. I don’t like using a Realtor.

“You can’t answer this objection until you understand what the objection really is.

”What you say: “Can you share with me why you aren’t interested in using the services of a real estate professional?

What have your past experiences been with real estate agents?“I understand how you feel — because if I were not in the business and wanted to sell my house, I probably would do the same thing you are doing.

However, stats show 84% of sellers who start out marketing a house on their own end up using an agent when they recognize the benefits of listing with an agent.

Is today or tomorrow be best for me to stop by & review the benefits with you?”

17. You are asking questions I don’t feel comfortable answering.

This one likely comes from buyers who haven’t yet been qualified, notes Rubin.

What you say: “I apologize if anything I said made you feel uncomfortable; my intent is to gather information so I can help guide you through the process and find the right home for your needs.

Can you share with me which question made you feel that way and why?

“You probably didn’t intend to answer any questions when you called to learn more about the property — I understand that.

Our sellers are assured, though, that we will not just walk anybody through their house, but that we will do our best to confirm who the prospective buyer is and they have the financial ability to purchase the house.”

18. No other agents have asked me to sign a buyer’s contract.

What you say:“ I’ve heard before agents are willing to allow buyers to believe they are being represented when there is resistance to signing a representation agreement.

In our area, though, if there is nothing in writing, an agent is not legally representing you.

Do you want to work with an agent who’s willing to ignore the law?