Common Seller Objections and How to Handle Them

Modified on Thu, 8 Jan at 1:07 PM

Common Seller Objections and How to Handle Them

Property Leads sellers are inbound, meaning they raised their hand by filling out a form. Leads are exclusive, but savvy sellers may still submit multiple forms to compare options. The goal is not to win an argument. The goal is to discover the seller’s pain points, clarify trade-offs, and guide them through a simple next step.

Recommended: If you are not already following a structured outreach cadence, start with our Best Practices for Working Your Leads guide. Strong follow-up and fast response times will improve connection rates and reduce “price-only” conversations.

How to Use This Guide

Step 1: Acknowledge the objection without pushing back.
Step 2: Ask 2 to 4 discovery questions to uncover the real concern.
Step 3: Reframe using trade-offs (money, time, energy, certainty).
Step 4: Identify a qualification moment to decide: pursue now, nurture, or reposition.

Qualification Moments (Quick Rules)

Lean In: Seller shares specifics, asks questions, or shows flexibility on price, timing, or terms.
Slow Down: Seller is vague but engaged, needs clarity, or is emotionally processing.
Reposition: Seller is retail-focused or competitive, signaling a better fit for an alternative exit strategy such as a novation, listing, or referral.

1) “Zillow Says My House Is Worth More”

This is common with inbound leads and should be addressed early to prevent unrealistic pricing anchors.

Discovery Questions

“Zillow usually shows a range. Where do you feel your home falls in that range?”
“Is the home updated to retail condition, or would it need repairs before listing?”
“If you had to choose, what matters more right now: top dollar or a simple, fast sale?”

Reframe

Zillow estimates do not fully reflect repairs, days on market, commissions, and concessions.
An investor offer trades some price for speed, certainty, and as-is convenience.

Qualification Moment: When a seller insists on retail pricing, this is not a dead end. It’s a cue to evaluate alternative exit strategies like novations or agent referrals that better match their goals while keeping you involved in the transaction.

2) “Let Me Talk to My Spouse First”

This is often a delay that masks uncertainty. The goal is to uncover what needs to be resolved before the spouse conversation.

Discovery Questions

“Totally fair. What part do you think your spouse will be most concerned about?”
“Have you two talked about selling before? What came up?”
“If they were on the call right now, what would they ask me?”

Reframe

Help them prepare for the spouse conversation by clarifying price logic, timeline, and next steps.
Offer a quick 3-way call or a scheduled follow-up when both decision makers can join.

Qualification Moment: If they cannot describe the spouse’s concern and repeatedly push the decision out, move to nurture mode and set a specific follow-up date.

3) “I’m Holding Off Until the Market Gets Better”

This objection is common and usually comes from one of two seller types. Your approach should change depending on equity and urgency.

Who Typically Raises This Objection?

High equity sellers: Want to maximize profit and believe waiting will produce a higher price.
Low equity sellers: May be underwater or tight on proceeds and worried about commissions and closing costs.

What the Seller May Be Thinking

They expect values to increase.
They feel uncertain about the current market.
They are delaying a hard decision.
They may not understand the true cost of holding the property longer.

Strategy: Low Equity Sellers

Goal: Highlight the cost of waiting and the benefit of avoiding typical retail selling costs.

“Have you thought about the costs of holding onto the property while you wait?”
“What does it cost you monthly to keep it, including mortgage, taxes, insurance, and maintenance?”
“One benefit of working with us is avoiding many of the typical closing costs and commissions. That can sometimes improve what you net today.”

Qualification Moment (Low Equity): If they admit cash flow pressure, repairs piling up, or stress, lean in. If they insist waiting has no cost, slow down and educate.

Strategy: High Equity Sellers

Goal: Establish their floor price and determine whether there is a workable path now.

“Just so I have context, what’s the lowest price you’d accept if you sold today?”
“If you got a clean, certain close on your timeline, would that change your view?”

Qualification Moment (High Equity): If the seller can share a realistic floor price and shows flexibility on timeline or terms, lean in. If they are focused strictly on top-of-market pricing and are unwilling to discuss numbers, this is a signal to reposition the conversation toward alternative exit strategies such as a novation, hybrid listing, or agent referral, while keeping the relationship open to reconnect if priorities shift.

High-Impact Discovery Questions

“What specific market changes are you waiting for before deciding to sell?”
“Have you considered the costs involved in holding onto the property while you wait?”
“How would selling sooner rather than later impact your situation?”
“What happens if the market stays flat for 6 to 12 months?”

4) “Let Me Think About It”

Usually indicates missing information, not a need for time.

Discovery Questions

“What specifically do you want to think through?”
“Is it more about price, process, or timing?”
“What information would help you feel more confident?”

Reframe

“Time does not always create clarity. Better information usually does.”
Offer a simple next step: a quick follow-up call after they review details.

Qualification Moment: If the seller cannot clearly identify what they need to think about after two prompts, shift into nurture mode and schedule a specific follow-up. If hesitation continues without clarity, reposition the opportunity by offering alternative paths (such as a different exit strategy or timeline) rather than forcing a decision, while keeping the relationship open for future alignment.

5) “I’m Not Ready to Sell”

This is often emotional or logistical. The goal is to understand the “not ready” barrier.

Discovery Questions

“What’s making now feel like the wrong time?”
“Is the hesitation more financial, emotional, or logistical?”
“What needs to change for you to feel ready?”

Reframe

Most sellers balance money, time, and energy. Ask which one feels hardest right now.
Offer a defined follow-up: “Would it help if we reconnect in 30 or 60 days?”

Qualification Moment: If the seller acknowledges intent and provides a timeline, lean in. If they are unwilling to discuss timing or underlying concerns, reposition the conversation by introducing alternative paths (such as longer-term planning, a future listing, or a different exit strategy), while keeping the relationship open and scheduling a light follow-up rather than forcing alignment today.

6) “I Need to Make Repairs Before Selling”

Many sellers assume repairs equal higher profit. The goal is to explore the total cost of repairs, not just money.

Discovery Questions

“What outcome are you expecting from repairs?”
“Have you priced the repairs in time, money, and effort?”
“What happens if the repairs do not increase the price as much as they cost?”

Reframe

Paint the total cost: contractor coordination, delays, uncertainty, and stress.
Position the as-is option as the easier, faster path.

Qualification Moment: If the seller is overwhelmed by repairs or unsure about the return on investment, lean in. If they are focused on retail outcomes and enjoy managing renovations, reposition the opportunity toward alternative exit strategies such as a novation, listing, or agent referral, and keep the relationship open rather than forcing a cash-offer fit.

7) “I’m Not Interested”

Inbound sellers often say this due to call fatigue. Lower the pressure and return to what prompted their form submission.

Discovery Questions

“Totally understand. Are you getting a lot of calls about this?”
“What prompted you to fill out the form in the first place?”
“Even if now is not the right time, have you considered selling at all recently?”

Qualification Moment: If they re-engage and share a reason, lean in. If they remain closed off, ask permission to follow up later. If they ask to stop contact, comply and close the loop.

8) “I Have Another Offer Coming In”

This can be real competition or positioning. Stay calm and process-driven.

Discovery Questions

“That makes sense. What matters most to you: price, timing, or certainty?”
“When do you expect to have the other offer in writing?”
“If the other offer falls through, what would your next step be?”

Reframe

Focus on a smooth process and meeting expectations rather than bidding wars.
Offer to review a written offer once received.

Qualification Moment: If the seller is asking you to outbid without clear details or continues to escalate price expectations, reposition the conversation toward alternative exit strategies or a longer-term path rather than engaging in a bidding war. If they value certainty, clarity, and timeline, lean in and proceed with the appropriate offer structure.

Key Takeaways

Inbound leads require speed, structure, and follow-up.
Most objections are information gaps or uncertainty.
Qualification protects your time and improves close rates.
Your strongest position is a clear process and calm guidance.

Need help dialing in your outreach? Review our Best Practices for Working Your Leads guide for cadence, messaging, and conversion-focused follow-up.