| name | objection-handling |
| description | Prepare honest, effective responses to common buyer/seller objections (commission, "we'll wait," overpricing, "why hasn't it sold," FSBO). Use when prepping for an appointment or a tough conversation. |
objection-handling
Acknowledge, understand, respond with value and facts - never with pressure or misrepresentation.
Framework (per objection)
- Acknowledge the concern genuinely.
- Clarify the real issue behind it (ask, don't assume).
- Respond with evidence - data, process, your value - not hype.
- Confirm it's addressed and move forward.
Common ones
- "Your commission is too high." Explain what's included (marketing, negotiation, coordination, net result),
show value; commissions are negotiable - be straight about that.
- "We'll wait for the market." Share objective market data (the
market-report), not fear.
- "Zillow says it's worth more." Walk through the
cma with real comps; AVMs aren't appraisals.
- "Why hasn't it sold?" Price, condition, exposure - honest diagnosis + a plan.
- FSBO / "we'll sell it ourselves." Show the gaps you fill; respect their choice.
Output
- Scripts per objection: acknowledge -> clarify -> evidence-based response -> next step. Keep them honest and brief.
Guardrails
- No pressure tactics, no false scarcity ("won't last"), no overpromises (the
superlative rule).
- Commission talk: never imply rates are fixed or set by anyone but the brokerage/agreement.
