Objection Handling

🗣️ Seller Objection Script Sheet

Respond with confidence to the most common pricing pushback

❓ Objection 1:

“But my neighbour sold their house for more!”

Response:
“That’s a great question — I actually included that property in our CMA. Your neighbour's home sold six months ago, and since then, prices in this community have adjusted. I’ve also accounted for differences in lot size, interior updates, and the timing of their sale. I’d be happy to walk you through the adjustments I made so you can see how we arrived at your price range.”

❓ Objection 2:

“Let’s list higher and see what happens.”

Response:
“I totally understand wanting to test the market. The challenge is that if we list too high, we risk missing the initial rush of buyer activity in the first 7–10 days. Most serious buyers see a property in that window — if we miss them, we might have to reduce later, which can hurt our negotiation power. I’d recommend a price range that encourages strong activity right away, and we can review interest after the first weekend.”

❓ Objection 3:

“I’ve put $25,000 into renovations — shouldn’t we price higher?”

Response:
“You’ve done some great work — and buyers will notice! Some renovations definitely increase value, while others help with buyer appeal but don’t always result in a dollar-for-dollar return. Let me show you how I factored those upgrades into the comparables. The goal is to showcase them in marketing while still staying competitive.”

❓ Objection 4:

“Can’t we wait for the market to come back?”

Response:
“It’s true that the market moves in cycles. Right now, based on current data, this is where your home fits in. Waiting is always an option, but there’s also a cost to holding the property — both financially and emotionally. If you're serious about selling soon, I’ll help you price strategically for today’s market to attract the best buyers.”

📌 Pro Tip for Realtors:
Use calm, confident tone. Sellers aren’t just testing your price — they’re testing how well you’ll represent them under pressure. Show that you’ve done the work and that you’re on their team.

🛒 Buyer Objection Script Sheet

Confident responses to common buyer concerns during home shopping and offer stages

❓ Objection 1:

“I don’t want to offer that much — the seller can always counter.”

Response:
“That’s true, but in this market, sellers often receive multiple offers or strong ones right away. Starting too low could cause us to lose credibility or miss out. I want to position you as a serious buyer while still negotiating strategically. I can show you what similar homes have sold for to back up our offer.”

❓ Objection 2:

“This home feels overpriced compared to what I’ve seen.”

Response:
“I hear you. Let's take a closer look at the comparable sales and current listings. Sometimes a home is priced high due to upgrades or emotional attachment. If it’s overpriced, we can monitor it or prepare to negotiate when the time’s right. You don’t need to overpay — but you also don’t want to miss out on something that fits.”

❓ Objection 3:

“I love the house, but I’m not ready to commit yet.”

Response:
“That makes sense — it’s a big decision. Is there something specific holding you back, like timing or financials? I can help break things down and show you what your next steps would look like. Sometimes, walking through the process reduces the overwhelm.”

❓ Objection 4:

“Can we wait and see if prices drop?”

Response:
“It’s definitely smart to consider timing. That said, timing the bottom of the market is extremely difficult — and if rates or prices move up again, you may lose purchasing power. Let’s look at your current buying power and long-term goals to see what makes the most sense for you.”

❓ Objection 5:

“We don’t want to waive conditions, but we still want the house.”

Response:
“Totally understandable. We never want to remove conditions unless you're 100% comfortable. We can make our offer competitive in other ways — like price, possession date, or flexibility — while keeping conditions that protect you. I’ll help you find that balance.”

📌 Pro Tip for Realtors:
Buyers often need time and reassurance. Keep the conversation open-ended and use data or process explanations to reduce fear or hesitation.