Objections are part of the game in real estate. Every agent hears them. Common objections can be around marketing, price, fees, or the method of sale. Then there are the more personal ones:
“You’re too big.”
“You’re too small.”
“I’m not convinced you’re the right agent.”
“I want to meet with other agents first.”
These statements can feel like roadblocks, but what if you flipped the script?
Reframing The Objection
When a seller raises a concern, they’re not shutting you down; they’re giving you insight into what matters most to them. Your response should reflect confidence, knowledge, and a clear strategy to turn hesitation into commitment.
Common Objections and How to Win With Them
Marketing Concerns – A seller hesitant about marketing costs isn’t rejecting you; they’re questioning the value. Use this as your moment to highlight your strategic approach and proven success. Show them real results, not just a plan.
Price Pushback – Instead of getting defensive, pivot. Educate sellers on market trends, buyer behaviour, and how pricing correctly maximises their outcome. A data-backed discussion shifts their mindset.
Size of Your Agency – Whether you’re part of a large brand or a boutique firm, both have advantages. Large firms offer resources, reach, and reputation. Smaller teams provide personalised service and flexibility. Position your size as a strength, not a setback.
Meeting Other Agents – Rather than seeing this as rejection, acknowledge their diligence. “I appreciate that you’re doing your homework. I encourage you to compare because I’m confident that our approach delivers the best results.” Confidence sells.
Dealing with Competitive ‘Bombing’
Sometimes, a seller’s hesitation isn’t their own—it’s planted by a competitor. Ever heard something like:
“That agency is too big; you’ll get lost in the shuffle.”
“They work in teams, so you’ll never get the same person.”
“They don’t have the experience needed for your property.”
It’s tempting to fire back, but staying professional is your best move. Sellers often see competitor negativity for what it is—unprofessionalism. Instead, redirect the conversation:
“I understand there are a lot of choices, and I respect that. What matters most to you in an agent?”
This keeps the focus on their needs rather than industry gossip.
Objections: Your Best Friend in Business
Top agents don’t fear objections—they welcome them. Every concern is a conversation waiting to happen, a chance to educate, and a step closer to winning the listing.
So next time you hear, “I want to think about it,” lean in. Your next big opportunity is right there in that moment.
Ready to turn common objections into wins? Let’s make it happen.
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