Objections aren’t rejections — they’re requests for more information. The agent who handles objections with confidence and clarity wins more business than the one who avoids them. Here are the objections you’ll hear most, and exactly how to respond.
“We want to think about it.”
“Absolutely — that makes sense for a decision this big. Can I ask what specifically you want to think through? I want to make sure you have everything you need to feel confident moving forward.”
This surfaces the real objection hiding behind the stall. Most of the time, “we want to think about it” means they have an unanswered question or unaddressed concern.
“Your commission is too high.”
“I understand — let me share what’s included and then you can decide if it’s worth it. [Walk through your marketing plan, negotiation track record, and average days on market vs. the market average.] The question isn’t really about the percentage — it’s about net proceeds. Agents who discount often cost sellers more in final sale price than they save in commission.”
“We’re going to list with a friend/family member.”
“That’s completely understandable — loyalty matters. My only ask is that you hold them to the same standard you’d hold any agent. Ask them for their list-to-sale price ratio, average days on market, and marketing plan. If they deliver those numbers, you’re in great hands. If they can’t, I’m happy to be your second call.”
“We’re not ready yet.”
“No problem at all. When do you think you’ll be ready? I ask because some of the prep work — small repairs, decluttering, staging — takes 4–6 weeks, and I can connect you with the right people now so you’re not scrambling when the time comes.”
“We got a higher CMA from another agent.”
“I’d love to see it — I may have missed something. [Review it.] Here’s what I’m seeing in the comps and why I landed where I did. I’d rather give you an accurate number today than a number that leads to price reductions in 30 days.”
Objection handling is a skill, not a talent. Practice these responses until they feel natural and you’ll convert more presentations into signed agreements.