7 Common Seller Objections (and How to Overcome Them)
Selling a home is a major decision, and naturally, sellers will have concerns. As a real estate professional, handling objections with confidence can be the difference between walking away empty-handed or leaving with a signed listing agreement.
Below, we break down the 7 most common seller objections—and exactly how to address them.
1. “We need to think about it.”
🔎 What’s really going on?
This is often a stall tactic rather than a real objection. The seller may be unsure about pricing, working with you, or just making a big decision.
✅ How to respond:
-
Acknowledge their hesitation: “I completely understand. This is a big decision.”
-
Dig deeper: “What specifically do you need to think about?”
-
Reaffirm their motivation: “If you were confident that hiring me was the best decision, would you be ready to move forward?”
-
Close again: Address concerns, then confidently ask for their signature.
2. “We’re interviewing other agents.”
🔎 What’s really going on?
They’re comparing marketing strategies, commission rates, and agent experience.
✅ How to respond:
-
Show enthusiasm: “That’s great! It’s important to hire the right agent.”
-
Uncover their decision-making process: “What criteria are you using to decide?”
-
Position yourself as the best choice: “Would it be okay if I show you how I ensure you get the highest price in the least amount of time?”
-
Close again: “If I can show you why I’m the best choice, would you feel comfortable listing with me today?”
3. “Another agent said they could sell it for more.”
🔎 What’s really going on?
They’re afraid of leaving money on the table and believe a higher listing price means a higher sale price.
✅ How to respond:
-
Acknowledge their concern: “I completely understand—you want the highest price.”
-
Ask for proof: “Did the other agent provide comparable sales that justify that price?”
-
Educate them: “Pricing too high can actually backfire. Homes that sit too long often sell for less.”
-
Close again: “Wouldn’t it make sense to price competitively from the start and attract serious buyers?”
4. “Can you cut your commission?”
🔎 What’s really going on?
They’re focused on saving money, not realizing that hiring a skilled agent will help them net more in the long run.
✅ How to respond:
-
Acknowledge the concern: “I understand—commission is an important factor.”
-
Shift the focus: “Are you looking for the cheapest agent or the one who will net you the most money?”
-
Show your value: “A discount agent may not have the marketing budget or negotiation skills to get you the best deal.”
-
Close again: “Wouldn’t you agree that hiring a strong negotiator is worth more than saving a small percentage in commission?”
5. “We want to sell it ourselves (FSBO).”
🔎 What’s really going on?
They believe they can save money by skipping agent fees, but they may not realize the risks involved.
✅ How to respond:
-
Agree with their goal: “I completely understand wanting to maximize your profit.”
-
Provide a reality check: “Did you know FSBO homes typically sell for 16% less than those listed with an agent?”
-
Highlight the workload: “Selling on your own means handling marketing, negotiations, legal paperwork, and buyer qualification. Are you prepared for that?”
-
Close again: “Would it make sense to have a professional handle everything while still ensuring you walk away with more?”
6. “We’re not in a rush.”
🔎 What’s really going on?
They believe waiting will get them a better deal, or they aren’t feeling urgency.
✅ How to respond:
-
Acknowledge their timing concerns: “I understand that timing is important.”
-
Create urgency: “The best time to sell is when buyer demand is high.”
-
Show the risks of waiting: “More competition and market shifts could reduce your home’s value.”
-
Close again: “Wouldn’t it make sense to list now while conditions are in your favor?”
7. “We have a friend/family member who’s an agent.”
🔎 What’s really going on?
They feel obligated to work with someone they know, even if that person isn’t the best fit.
✅ How to respond:
-
Acknowledge the loyalty factor: “I completely understand—working with someone you trust is important.”
-
Ask the right question: “Would you agree that selling your biggest asset requires the most skilled professional, regardless of personal relationships?”
-
Put it into perspective: “What’s more important—helping a friend or getting the best possible outcome for your sale?”
-
Close again: “If I can show you how I can sell your home faster and for more money, would you be open to working with me instead?”
Final Thoughts: Objections = Opportunity
When a seller presents an objection, it’s not a rejection—it’s just a request for more information.
By handling objections effectively, you’ll build trust, position yourself as the expert, and close more listings.
Want more scripts and strategies to overcome objections with confidence? Join The Real Estate Marketing Vault for access to proven tools that will help you win more listings and grow your business.
Want a Customizable "Real Estate Market Report" Lead Magnet?
How about an entire marketing campaign built around your "Quarterly Market Updates"?
We've designed your Lead Magnet, Postcards, Flyers, Email Newsletter, Social Posts, and Facebook Ad Creative.
Become a Member of the Real Estate Marketing Vault to unlock the entire campaign, and access 1,000+ Marketing Templates, Video Trainings, Client Printables, and more.
