In real estate prospecting, effectively handling objections is key to your success. Your ability to navigate and overcome objections demonstrates your confidence and credibility as a capable agent. And even though objections may feel like a roadblock, they’re actually an opportunity to build trust and address specific needs. That’s why it’s important to embrace objections while you acknowledge, assure, and offer a solution that addresses the homeowner’s concerns.

Before we dive into your objection handlers, here are a few tips to keep in mind:

• Empathetic Listening: Objections are often rooted in unexpressed concerns. Instead of rushing to a solution, focus on genuinely understanding the homeowner’s hesitation. A 60% listening, 40% talking ratio helps you uncover the true nature of their objection.
• Be Flexible: Adapt your response to each unique objection so your conversations are personalized and effective. To help, we’ve included several responses to many common objections. Familiarize yourself with all of them so you’re prepared to handle whatever comes your way.
• Analyze and Refine: Recording calls (with permission) allows you to dissect your responses and identify patterns. Work with a coach or mentor to pinpoint areas for improvement as you develop your objection-handling skills.
• Practice Makes Perfect: Consistent practice is the key to mastering objections. Role-play with colleagues or friends to refine your responses and cultivate a confident, natural delivery.

And remember, your main objective isn’t to sell your services over the phone… The goal of every conversation is to secure a listing appointment for a face-to-face meeting with the homeowner. By mastering these objections, you’ll be able to establish trust, build relationships, and grow your business through effective prospecting calls.

Here are our top 9 prospecting objections with their common lead types, scripted responses, and strategies on how to handle them:

Objection 1: “We’re not selling anymore” or “We’re not interested”

Common with: Expired & FSBO Leads

Response 1: “I understand. What was important about selling when the home was originally on the market?”

Response 2: “That makes sense. Is it because you need more time in the home, or do you feel the market isn’t willing to give you what you need to make the move?”

If they respond with something market related:  

“‘The market is bad…’ I hear that a lot, and many times it has more to do with the marketing than the actual market itself that kept your home from selling.”

Response 3: “I can appreciate that. Is that decision permanent, or from frustration with the market?”

Strategy: Acknowledge their decision and then ask about their initial motivation for selling. Use this to discover how you can assist them in achieving their original goals.

Objection 2: “You’re the Xth agent to call me.”

Common with: Expired & FSBO Leads

Response 1: “I can certainly understand how you feel. And I am curious… is it still important for you to get your home sold? 

(Make sure you emphasize the question.)

Response 2: “I’m the Xth agent to call? I am shocked you still answered my call! I’m sure Realtors are the only ones calling you today. Let me ask you, [name] had the property sold. Where were you headed to next?”

Strategy: Acknowledge their frustration with receiving multiple calls and quickly pivot to how you can specifically assist them, setting yourself apart from other agents.

Objection 3: “We’re going to rent out the property.”

Common with: Expired, FSBO, and FRBO Leads

Response 1: “I totally understand renting the property out. Was that your first option, or a decision made because the home didn’t sell?”

Response 2: “You’re going to rent out that property, and that makes sense. Hypothetically… if you had received an acceptable offer last week, would you have taken it or still rented?”

Response 3: “Okay, renting certainly is a great option. Let me ask you this… would you prefer to sell, or are you okay to be a landlord for the next 3-5 years?”

Strategy: Reassure them that renting is a great option, but highlight alternative options that might make them more money or be less hassle than being a landlord. 

Objection 4: “We’ll wait until the market gets better” or “We’re going to wait until we can sell for a better price.”

Common with: Expired, FSBO, FRBO, and Circle Prospecting Leads

Response 1: “That’s a good point. I’m glad you said that, [name], can you explain to me what you mean by get better? What does that mean to you? … If I could show you that waiting would actually cost you money, tens of thousands of dollars in most cases. Would you still have to wait or would you want to sell it now?”

Response 2: “I can appreciate waiting until the market gets better. Hypothetically, what if you listed now and ended up getting 20% more for your home this year verses next? Because homes are losing on average 2% of value each month from 2021. And with rising interest rates your equity could be gone in a matter of 2 years, so if you’re willing to cut your loses right now, I’d be willing to fight tooth and nail for every penny of equity you have left.”

Response 3: “That’s certainly valid. What I’m sensing is that you are willing to wait 2-3 years while the economy gets back to a place where your home can get you to that price again, right?” 

If they are willing to wait…

“Would you have to wait if financially it made more sense to sell now?”

If “No” we don’t want to wait…

“Since you want to maximize on profits as soon as possible, it only makes sense for us to get together to show you how I’ve netted my clients more money than almost any other agent in the marketplace.”

Response 4 (price angle): “I totally understand wanting to get the most money for your home. But consider this: the market’s improving, yet buyers are still cautious. Overpricing can make them hesitant, while competitive pricing can spark bidding wars – potentially driving the final price even higher.

If you’re willing to price your home strategically, I’m confident we can create that bidding war scenario and likely exceed what your competition gets. So the question is, would you rather risk deterring buyers with an above-market price, or attract them with a savvy strategy that benefits you more in the end?”

Strategy: Highlight the risks of waiting, such as potential loss in value or changes in the market that might make selling later less advantageous.

Objection 5: “What’s your commission?”

Common with: Expired, FSBO, FRBO, and Circle Prospecting Leads

Response 1: “That’s a great question! We have a flexible fee structure that we’ll go over in detail first thing when we meet. Did you say afternoons or evenings are best for you?”

Strategy: Save conversations about commissions for the appointment when you also have an opportunity to show them your marketing strategy and prove that you’re worth the commission.

Objection 6: “What do you do to sell homes?”

Common with: Expired, FSBO, FRBO, and Circle Prospecting Leads

Response 1: “What do I do to sell homes? Great question! It sounds like a having a clear marketing plan is important to you. Mine has 20 specific steps, and I’d love to walk you through it in detail. When works best for a meeting – afternoons or early evenings?”

Strategy: This is an objection you should be excited about! It gives you a chance to tease your marketing plan and step toward an appointment. 

Objection 7: “Take me off your list!” or “I’d never hire someone who calls me!”

Common with: Expired, FSBO, FRBO, and Circle Prospecting Leads

Response 1: “I do apologize; my intention wasn’t to offend you. It seems I have, and that really wasn’t my intention. I’ll make sure to take you off my list so we don’t call you again. To leave this call on a high note, are there any questions about the market I can answer for you right now?”

Strategy: Here, the emphasis is on de-escalation. Apologize sincerely to acknowledge their frustration, and offer to remove them from the call list. Ending on a positive note with a market-related question can leave a favorable impression and potentially open the door for future communication.

Objection 8: “We’re going to wait until Spring / after the holidays / another season.”

Common with: All lead types

Response 1: “I can certainly understand wanting to wait until Spring. Can I tell you why that concerns me? You see, if we wait until Spring, we’ll be competing with as many homes as possible for the buyer. Selling now gives you the power of serious buyers with very few homes to buy and little competition compared to Spring.”

Response 2: “Yeah, you’re going to wait until Spring. I can certainly understand the logic in that, [name]. I think most people feel just like you. Let me ask you this. If you knew that by waiting until Spring, you’d be leaving tens of thousands of dollars on the table, would you have to wait until Spring or could you move up that timeline?”

Response 3: “I can appreciate that. If I can show you the financial advantage you’d have listing now vs. waiting, would that be something you’d at least be open to hearing about?

Strategy: Discuss the benefits of selling now, such as lower competition and serious buyers in the current market. Challenge the notion that Spring is automatically a better time to sell.

Objection 9: “Bring me a buyer and I’ll sell” or “Do you have a buyer?”

Common with: All lead types

Response 1: “Bring you a buyer – I can certainly appreciate that! However, without professional representation, you risk leaving thousands of dollars on the table. My job is to negotiate the best possible deal for my client. Is maximizing your profit a priority?”

Response 2: “So bring you a buyer? Well, I would love to bring you a buyer, but I need to see your property first. Now, we do have a lot of buyers who are ready to buy properties in your area, but because I haven’t walked through your property, I’m going to have a real hard time doing it.

How about you and I meet this afternoon and I’ll let you know if we have a buyer for your property after I take a look at it.”

Response for FRBOs: “I can’t promise that I have a buyer because I haven’t seen the property. But we always have potential buyers, and for the right price, I can see if one of them is interested! What would you sell it for?”

Response for Pre-Foreclosures: “I can’t promise that I have a buyer because I haven’t seen the property. But we always have potential buyers, and I’d be happy to see if one of them is interested! I just need to see the property first, and before the bank makes a move. Does [date] or [date] at [time] work better for you?”

Strategy: A lot of agents answer this objection with, “Of course! We have a ton of buyers and I’m sure one will be a good fit!” but this response can start the relationship off on the wrong foot with unrealistic expectations. It’s best to be honest and let them know you might have a buyer but won’t know until you can see the property. 

Your key to success is practice!

Effectively prospecting real estate leads isn’t just about having the right script or objection handlers. You must consistently practice and adapt what you say to meet the needs of each unique prospect. 

By incorporating the objection handlers from this article into your prospecting routine, you can build trust with potential clients, understand their needs and motivations, and guide them toward a successful sale. Happy prospecting!

About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

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