1. The “Value Over Price” Response

When to Use It: When the buyer is focused only on the number, not the property’s true worth.

Script:
“I totally get it—price is important. But let’s look at what you’re getting here. This home has [unique features: e.g., a brand-new roof, solar panels, a fully permitted ADU]. If you bought a cheaper home without these, you’d spend way more adding them later. So really, this price is saving you money long-term. Does that make sense?”

Why It Works:
✅ Shifts focus from cost to value
✅ Uses logic to justify the price

This is just one way to respond.

I have put together a full list of 25 of these objections, and ways to answer them with confidence to move to a Yes.

Lets face it, many markets are changing, too many houses are sitting on the market, sellers are frustrated and de-listing their houses to wait until the market gets better, and you the agent get the task of listing their houses.

Having the answers to some of the harshest realities a buyer faces gives you the confidence to market the listing in the right way.

Helping a seller by finding a buyer that can make an offer with confidence is not the easiest thing to have to do in this market.

The “Let’s Make It Work” Response

When to Use It: When the buyer loves the home but is stretching their budget.

Script:
If price is the only thing holding you back, let’s see how we can make it work. Have you considered:

• Seller concessions? Sometimes sellers will cover closing costs.
• A higher down payment? That could lower your monthly payment.
• A shorter inspection period? Sellers sometimes accept lower offers for faster closes.
  Would any of this help?

“We just can’t decide.”

Response: “Imagine it’s one year from today. If you said yes, you’d be settled in. If you said no, you’d still be looking. Which future feels better?”
Psychological Trigger: Time travel

These are the things you will be faced with, why not have the right answers?

Download this free list today, as it might not be free forever.