Real Estate Objection Handling: 15 Scripts for Every Situation

Every real estate agent has been there. You’re in the middle of a promising conversation with a potential client, and then it comes: the objection. Whether it’s about your commission, the timing of the market, or their desire to go it alone, an objection can feel like a roadblock. But what if you could learn to see objections not as obstacles, but as opportunities? What if you had the right words to say in any situation, to turn hesitation into a signed agreement?

In this guide, you’ll learn how to do just that. We’re going to break down the psychology behind common real estate objections and give you 15 actionable scripts to handle them with confidence. You’ll learn how to address concerns about your commission, navigate tricky market conditions, and persuade even the most independent-minded clients that you’re the right agent for the job. We’ll also cover common mistakes to avoid and provide a step-by-step framework for turning objections into closed deals. By the end of this post, you’ll have the tools and the confidence to handle any objection that comes your way.

Commission-Based Objections

For many agents, commission objections are the most dreaded. They can feel like a personal attack on your value and expertise. But with the right mindset and a few powerful scripts, you can handle these objections with ease. Remember, a client who questions your commission isn’t necessarily trying to devalue your work. They’re simply trying to get the best possible deal for themselves. Your job is to show them that the best deal isn’t always the cheapest one.

Here are three common commission-based objections and how to handle them:

1. “Can you lower your commission?”

This is perhaps the most common objection of all. It’s a direct question that demands a direct answer. But instead of getting defensive, use this as an opportunity to reframe the conversation around value, not price.

> Script: “I can appreciate you asking that, and it’s a fair question. Many people believe that all agents are the same and that the cheapest agent is the best option. But let me ask you this: would you rather have an agent who is focused on getting your home sold, or an agent who is focused on getting you the best possible price? My focus is always on getting my clients the most money in their pocket, and my track record proves it. I’m confident that I can do the same for you.”

2. “Other agents are willing to take less.”

This objection is designed to put you on the defensive. The client is trying to create a sense of competition and pressure you into lowering your fee. Don’t fall for it. Instead, use this as an opportunity to differentiate yourself from the competition.

> Script: “I’m not surprised to hear that. There are a lot of agents out there who are willing to cut their commission to get a listing. But let me ask you this: if an agent is willing to cut their own commission, how well do you think they’ll negotiate on your behalf when it comes to the sale of your home? I’m committed to getting you the best possible price, and that starts with not devaluing my own services.”

3. “I’ll pay you a lower commission, but you can keep the bonus if you sell it for a high price.”

This is a more sophisticated objection, but it’s still based on the same underlying desire to save money. The client is trying to create a win-win scenario, but it’s a scenario that ultimately benefits them more than you. Don’t be afraid to stand your ground and explain why your commission structure is non-negotiable.

> Script: “I appreciate the offer, but my commission is not based on the final sales price. It’s based on the value I bring to the table and the work I do to get your home sold. I’m confident that I can get you the best possible price, and my commission reflects that. I’m not willing to gamble on my income, just as I’m not willing to gamble on the sale of your home.”

Market-Related Objections

The real estate market is constantly in flux, and clients are often influenced by headlines and hearsay. They may be hesitant to buy or sell because they’re worried about interest rates, a potential market crash, or other economic factors. Your job is to be the voice of reason and provide them with the data and context they need to make an informed decision.

Here are three common market-related objections and how to handle them:

1. “I want to wait for the market to improve.”

This objection is often based on fear and uncertainty. The client is worried about making a bad investment, so they’d rather do nothing at all. Your job is to show them that waiting is not always the best strategy.

> Script: “I understand your concern. It’s natural to want to time the market perfectly. But the truth is, no one can predict the future. What I can tell you is that right now, there are serious buyers in the market who are looking for a home just like yours. If we wait, we risk missing out on this opportunity. And while we’re waiting, you’re still paying your mortgage and other carrying costs. Let’s take a look at the numbers and see what makes the most sense for you financially.”

2. “Interest rates are too high.”

This is a common objection from buyers, especially in a rising interest rate environment. They’re worried about their monthly mortgage payment and the overall cost of borrowing. Your job is to help them see the bigger picture.

> Script: “I agree that interest rates have gone up, and that’s a valid concern. But let’s put it in perspective. Historically, today’s interest rates are still relatively low. And while a higher interest rate does impact your monthly payment, it’s not the only factor to consider. We also need to look at the price of the home, your down payment, and your long-term financial goals. Let’s sit down with a mortgage professional and run the numbers. You might be surprised at what you can afford.”

3. “I’m worried about a housing market crash.”

This objection is often fueled by sensational headlines and memories of the 2008 financial crisis. The client is afraid of buying a home and then seeing its value plummet. Your job is to provide them with a more balanced and data-driven perspective.

> Script: “I understand why you’re concerned. The media loves to talk about a housing market crash, but the reality is that the market is much more stable than it was in 2008. Lending standards are stricter, and we’re not seeing the same kind of speculative buying that we saw back then. While there’s no guarantee that home prices will continue to go up, the long-term trend has always been positive. Let’s look at the data for our local market and see what’s really happening.”

“I Can Do It Myself” Objections

Some clients are convinced that they can sell their home on their own and save money on commission. They may be confident in their own abilities, or they may have had a bad experience with an agent in the past. Whatever the reason, your job is to show them the value of working with a professional.

Here are three common “I can do it myself” objections and how to handle them:

1. “I can sell it myself and save the commission.”

This objection is all about the money. The client is focused on the commission they’ll have to pay and they don’t see the value in hiring an agent. Your job is to show them that they’re not saving money, they’re leaving money on the table.

> Script: “I understand why you’d want to save money on commission. But did you know that homes sold by agents typically sell for a higher price than homes sold by owner? In fact, the National Association of Realtors found that the typical for-sale-by-owner home sold for $260,000 compared to $318,000 for agent-assisted home sales. So while you may save on commission, you could end up with less money in your pocket. My job is to get you the best possible price, and that’s something I have a proven track record of doing.”

2. “I’m a great negotiator.”

This client is confident in their own abilities and they don’t see the need for a professional negotiator. Your job is to show them that real estate negotiations are more complex than they think.

> Script: “I’m sure you are a great negotiator. But real estate negotiations are a different ballgame. It’s not just about the price. It’s also about the terms of the contract, the inspection, the appraisal, and a dozen other things that can make or break a deal. I’ve negotiated hundreds of real estate transactions, and I know how to navigate all the potential pitfalls. My job is to protect your interests and make sure you get the best possible outcome.”

3. “I don’t want to be locked into a contract.”

This client is afraid of commitment. They don’t want to be tied to an agent if they’re not happy with the service. Your job is to show them that a contract is a two-way street.

> Script: “I understand your hesitation. No one wants to be locked into a contract they’re not happy with. That’s why I offer a satisfaction guarantee. If at any point you’re not happy with my service, you can cancel our agreement. I’m confident that you’ll be more than satisfied with the results I deliver, but I want you to have the peace of mind of knowing that you’re in control.”

Buyer-Side Objections

It’s not just sellers who have objections. Buyers can be just as hesitant, especially in a competitive market. They may be worried about making the wrong decision, or they may simply be overwhelmed by the process. Your job is to be their trusted advisor and guide them through the process with patience and expertise.

Here are three common buyer-side objections and how to handle them:

1. “I’m not ready to make an offer yet.”

This objection is often a sign of fear or uncertainty. The buyer is afraid of making a commitment, so they’d rather wait. Your job is to help them understand the risks of waiting and the benefits of taking action.

> Script: “I understand that this is a big decision, and it’s normal to feel a little hesitant. But in a competitive market like this one, waiting can be risky. We’ve found a home that checks all of your boxes, and it’s priced well. If we wait, we risk losing it to another buyer. Let’s talk about your concerns and see if we can address them. What’s holding you back from making an offer?”

2. “I want to see more houses.”

This objection can be frustrating, especially when you feel like you’ve shown the buyer every available home that meets their criteria. But instead of getting discouraged, use this as an opportunity to dig deeper and understand what the buyer is really looking for.

> Script: “I can definitely show you more houses. But before we do that, let’s take a step back and review your criteria. We’ve seen a number of homes that seem to be a good fit, but you haven’t been ready to make an offer. Is there something we’re missing? Is there something you’re looking for that you haven’t been able to articulate? My goal is to find you the perfect home, and the more I understand what you’re looking for, the better I can do that.”

3. “I don’t like the [feature] of this house.”

This objection can be about anything from the color of the paint to the size of the backyard. It’s easy to dismiss these objections as minor, but to the buyer, they can be a deal-breaker. Your job is to help them see the bigger picture and focus on what’s really important.

> Script: “I understand that you’re not a fan of the [feature]. But let’s not forget about all the things you love about this house. It has the open floor plan you’ve been looking for, it’s in the right school district, and it’s in your price range. The [feature] is something that can be changed. But the location and the layout are things that can’t. Let’s focus on the things that are most important to you and see if we can find a way to make this house work.”

4. “The price is too high.”

This is a classic negotiation tactic, but it can also be a genuine concern for the buyer. Your job is to understand the motivation behind the objection and respond accordingly.

> Script: “I understand that you want to get the best possible price. I do too. But let’s take a look at the comparable sales in the area. This home is priced competitively, and in this market, a good home at a fair price doesn’t last long. If we make a lowball offer, we risk offending the seller and losing the home altogether. Let’s put together a strong offer that is fair to both you and the seller.”

5. “I need to sleep on it.”

This is a common stalling tactic. The buyer may be feeling overwhelmed or they may simply be hesitant to make a decision. Your job is to create a sense of urgency without being pushy.

> Script: “I understand that this is a big decision and you want to take your time. But in a competitive market like this one, time is not on our side. There are other buyers out there who are looking for a home just like this one. If we wait, we risk losing it. I’m not trying to pressure you, but I do want to make sure you have all the information you need to make an informed decision. What are your biggest concerns right now?”

6. “I have a house to sell first.”

This is a legitimate concern for many buyers. They need to sell their current home before they can buy a new one. Your job is to show them that there are options available to them.

> Script: “I understand that you need to sell your current home first. That’s a common situation, and we have a few options. We can make an offer that is contingent on the sale of your home. Or, we can look into a bridge loan that will allow you to buy this home before you sell your current one. Let’s talk about your options and see what makes the most sense for your situation.”

Common Mistakes to Avoid

Handling objections is a skill, and like any skill, it takes practice to master. Along the way, it’s easy to make mistakes that can derail a conversation and cost you a client. Here are a few common mistakes to avoid:

* Getting defensive: When a client raises an objection, it’s easy to take it personally. But getting defensive will only make the situation worse. Instead, stay calm, listen to their concerns, and respond with empathy and understanding.
* Talking too much: When you’re trying to overcome an objection, it’s tempting to talk a lot. You want to explain your value, your process, and your track record. But sometimes, the best thing you can do is listen. Let the client talk, and then ask open-ended questions to understand their concerns.
* Not being prepared: You should have a script for every common objection. But you should also be prepared to go off-script. Every client is different, and every conversation is different. The more you practice, the more comfortable you’ll be at thinking on your feet.

Conclusion: Turn Objections into Opportunities

Objections are not roadblocks; they are opportunities. They are a chance to understand your client’s needs, address their concerns, and build a stronger relationship. By mastering the art of objection handling, you can turn hesitation into a signed agreement and build a thriving real estate business. The scripts in this guide are a great starting point, but don’t be afraid to make them your own. The more you practice, the more confident you’ll become. So go out there, embrace the objections, and start turning them into closed deals. Your next commission check is waiting.