The Top 10 Objections & Scripts for Objection Handling - Tom Ferry

Real Estate Objections & Scripts to Deal with Them

Objections exist in any sales profession, as customers have to overcome them to be ready to make a purchase. In this post, we explore the top seller objections in real estate, specifically. The key real estate scripts provided will help you craft a quick and efficient response to some of the top objections faced in the industry — ensuring that you are able to meet with prospective sellers and seal the deal on-site. Once you’ve answered a seller’s objections, they will decide to list their home with you on the spot.

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What is an Objection Handling Script?

Whether buyer objections or seller, objection handling scripts in real estate focus on the different reactions that can take place in regard to somebody selling or buying a home. An objection-handling script is a guide for addressing and overcoming customer concerns in sales or customer service. It includes responses to common objections, helping individuals respond confidently and persuasively. The goal is to turn objections into opportunities by demonstrating your value and closing the deal. 

Scripts for the Most Common Objections in Real Estate

Here are some of the top seller objections in real estate and how you can overcome and handle them.

Every listing presentation objection will include a personalized aspect of the argument, mentioning relevant comp sales, names, reiterating their situation and concerns, and making a push toward closing the deal.

1. “I have to keep my promise to a friend or previous agent I talked to/bought the home from.”

• “That’s great, I can appreciate your loyalty and that is a quality that I respect in people …
• So I’m curious, let me ask you this …
• Has there ever been a time when you decided to buy something or do something and because a friend said, hey no problem, when you need help, I can do it and in the end, because you didn’t check around, you didn’t get what you wanted … have you ever been there before?” (Yes)
• “Well this time is just like that time, and with that in mind, I’m sure you can see the importance of having me over just to give you a second opinion … that wouldn’t hurt anything, would it?”

Buying a home is a big money decision, and they know it’s important to be smart about it, and not let emotions guide them. This real estate objection suggests a simple solution: getting second opinions is a wise move. Doing what’s best for you and your family is good for business. Just choosing someone you know doesn’t guarantee the best financial results.

2. “We are waiting to see if our loan modification goes through.”

• “That’s great … let’s start premarketing the home as coming soon while you’re waiting.”  If your modification goes through, you stay put.  If for some reason it does not go through, well will have a list of buyers ready to make an offer”

Today’s market is super competitive. Using pre-marketing to tackle objections in your listing presentation just makes sense. If the price is right and the opportunity is too good to pass up, why not give it a shot? You might be overlooking the perfect time to get the best value for your property.

3. “You’re too busy, you have so many listings, we want someone that can give us the attention we deserve.”

• “It’s funny that you say that … Benjamin Franklin said, “if you need something done, ask a busy person.”

Level Shift:      

• “I can appreciate that and you probably haven’t had a chance to think about the advantage I have over my fellow agents in town.
• You see, the more listings I have the more signs I have on the street.  The more signs I have on the street, the more calls I get from buyers … and, of course, most of those buyers don’t buy the home they call about and many will be interested in your home.
• If you were a buyer would you want to talk to an agent who had 2 homes for sale or 50 homes for sale?
• Can you see the advantage of listing with an agent that has 50 or more homes for sale?”

In this objection script, highlight your successful track record that’s moving you ahead. If you’re selling 50 homes, your results speak for themselves – the kind they want for their deal. Those with fewer properties might lack the same experience. Don’t penalize efficiency; focus on getting the best for your property in today’s market.

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