10 Common Real Estate Listing Objections and Solutions

1. 1. “We want to wait.” – This is actually a stall and not an objection. Ask “What specifically is causing you to hesitate?” and find the real objection.

• Prices may go down in the market.
• If prices are on the rise, they will miss out on future gains in a new home and could lose money overall if they are up-sizing.
• Interest rates may go up and this reduces the strength of buyers.
• Seasonal traffic may change depending on the time of year.

2. 2. “We want a short listing agreement.” – The MLS rules require a 60 day listing, but a 120 – 180 day listing gives you more time to help the sellers reach their goals.

• May not be enough time to properly assess and adjust marketing.
• I will be investing in your home and building relationships to find a buyer.
• It takes time for the right buyer (Holt Renfrew vs Walmart). Unless we can reduce the price immediately.
• Service Guarantee – “My clients work with me because they choose to and not because they have to.”

3. 3. “Will you cut your commissions?”

• “For sure I will. If you buy a home with me, or I personally bring the buyer.”
• “Let me take you through a breakdown of how both Realtors get paid. We are only actually talking about 3.5% and 1.5%. Are there specific marketing efforts that you would not like us to do?”
• “By cutting the commissions, it will be sabotaging our efforts by not offering enough money to attract Realtors.”
• “I would be misrepresenting you by cutting out anything.”
• “How hard will I protect your money during a negotiation if I am not even willing to protect my own?”

4. 4. “We want to interview other agents.” – “What specifically are you looking for in agent?” Clarify before handling.

• If they have an interview after you, “Are you comfortable that I can get this done for you? I am concerned about waiting as the marketing will already take a few days to prepare. Let me call the other agents on your behalf and give them the first opportunity to bring a buyer before we even go live on the market.”
• Explain how agents collaborate through commission sharing and IDX feeds.
• Service Guarantee – “My clients work with me because they choose to and not because they have to.”

5. 5. “We don’t know if you are qualified for the job (or too new).” – “What specifically are you looking for in agent?” Clarify before handling.

• Explain the power of the entire brokerage behind you.
• Explain the extent of your education.
• Explain the power of your network (photographer, stager, lawyer, etc) – “It is impossible for me to be the expert at everything. This is why I have surrounded myself with a world-class team of professionals to get you the best results ”
• If you don’t have any other listings, sell the amount of time you can dedicate to their listing.
• Work on your presentation as value was not communicated effectively.
• Service Guarantee – “My clients work with me because they choose to and not because they have to.”

6. 6. “We want to list it high to try it out.”

• The most educated buyers who understand the current prices are the ones who have already looked at homes available and are waiting for your listing to come onto the market.
• Most of the traffic is in the first 2 weeks and we do not want to miss these buyers.
• When buyers come once…they don’t go back.
• “You will be in a different price range of homes and buyers will be comparing your listing to homes with more features. This makes it virtually impossible to ”

7. 7. “We want to renovate first.”

• Show them the Jackson Appraisal Home Renovation Guide. Renovations almost never pay off.
• What is the return on your time? What could happen to the market between now and then or your moving plans?

8. 8. “We want to think about it.” – This is actually a stall and not an objection. Ask “What specifically is causing you to hesitate?” to find the real objection.

• How much time would you like?
• To save time, let’s get the listing signed today and post dated for 72 hours. If you decide to not proceed, you can terminate it before it takes effect.
• Service Guarantee – “My clients work with me because they choose to and not because they have to.”

9. 9. “We want lots of advertising.”

• What type of advertising?
• “It is important to advertise where the buyers eyes are looking.” Use the NAR Profile of Buyers and Sellers to educate on where buyers found the homes they bought.
• We could charge more and do a retainer for advertising.
• Remember: “Bigger signs don’t make dumber buyers.” – Steve Harney

10. 10. “We want to buy first.”

• Potential for double mortgage payments if your current home doesn’t sell.
• Potential to have to give up a property that you had your heart set on.
• Dramatically reduced negotiating power due to increased terms in the purchase agreement (special clause offer).
• Fire sale urgency on the sale side if a 48 hour clause is activated.

-Written by Lindsey Smith, CIR REALTY – Manager of Operations and Realtor Development

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