HANDLING OBJECTIONS
I have it taken care of.
ROBIN:
That’s awesome.
When you say “taken care of,”
do you mean the property is already sold...
or do you just mean you don’t want another cold call today?
(Smile, break the tension, make them laugh.)
I’m not interested.
ROBIN:
Totally fair.
Quick question,
if you got the number you wanted for the property,
would that change your interest?
By the way, what’s the age of the roof or windows?
(Ask something specific about the property to shift the focus.)
My friend is an agent.
ROBIN:
I respect your loyalty.
Let me ask
(pause)
if it made financial sense to get a second opinion from a local expert,
would 10 minutes be worth your time?
Relisting with the same agent.
ROBIN:
Understood. Quick question
(pause)
did that agent share what they’ll do differently this time?
If not, don’t you think it’s a disservice
that they didn’t do those things the first time?
Who do you owe it to more,
your agent or your family?
By the way, where were you planning to move?
You’re the 100th person to call me.
ROBIN:
Then let me be the 101st and the last.
These calls won’t stop unless we do something.
What if instead of you getting 100 calls,
I was the one getting calls from buyers about your home?
Wouldn’t that be better?
Do you have 5 minutes tonight at 5, or would 6 be better?
Wrong number.
ROBIN:
Got it,
so you’re not connected to 123 Main Street at all?
You don’t know anyone associated with the property?
(Pause—they often start talking, giving you an opening.)
Bring me a buyer.
ROBIN:
I’d love to.
What’s more important to you,
me bringing one buyer…
or bringing multiple?
The best chance of top dollar is to get maximum exposure,
more agents, and more buyers.
Wouldn’t you agree?
Let’s discuss that tonight at 6 or 7.
We’re going to lease it.
ROBIN:
I hear you.
Let me ask
(pause)
if you could still get the price you originally wanted,
would that make life easier or harder?
If leasing is the route,
I may have investors looking for cash flow.
Would you entertain selling if we had that option?
Waiting for spring.
ROBIN:
Understood.
Is that because you need more time in the home,
or because you think spring is better?
If three months ago I brought you the right offer,
you would’ve sold, right?
Why prolong your plans because the last agent didn’t deliver?
Don’t you deserve a sold sign?
We’re staying here.
ROBIN:
Totally fair.
Out of curiosity, what changed?
If you could still get the $1.5M you wanted,
would you still consider selling?
What was the original goal when you listed?
What have you sold in my area?
ROBIN:
Great question
(pause)
you’re one of the few sellers who know what to ask.
Let’s meet tonight at 6 or 7,
I’ll bring my track record,
my company’s deals,
and everything you need to know.
(pause)
Then you’ll know exactly who you’re working with.
Bad market.
ROBIN:
Did your agent tell you that,
or did you hear it in the news?
(pause)
The truth is,
our team is selling properties every month.
(pause)
Let’s meet for 15 minutes
I’ll show you the exact plan and recent sales.
Would 6 or 7 tonight be better?
I need to talk to my spouse.
ROBIN:
I get it.
Let’s tentatively lock in 6 tonight.
If your spouse feels it’s a bad idea, we’ll cancel.
(pause)
Quick question
does your spouse trust you to make the best financial decision?
(pause)
Then there’s no harm in meeting for 10 minutes.
If it makes sense, great.
If not, no hard feelings.
I don’t have time.
ROBIN:
That’s exactly why we should meet.
You don’t have time to waste on endless calls or a stale listing.
(pause)
There are 1,440 minutes in a day,
I only need 10.
(pause)
Is 5 or 6 tonight better?
I’m going to die here.
ROBIN:
I don’t blame you, it’s a great community.
(pause)
But if I found you a better place to “die in,”
would you consider it?
(Use humor to disarm.)
Or let me ask
(pause)
what does your next home have
that this one doesn’t?
Where were you when I was listed?
ROBIN:
I had a fiduciary duty to my clients.
(pause)
I couldn’t reach out while you were under contract.
I did see the home, and honestly, there were things I thought
could be improved in the marketing.
But that’s in the past
(pause)
let’s focus on your original goal.
Where were you planning to move?
EXPIRED MOST COMMON
I’m not selling anymore.
ROBIN:
“Oh, okay, so you’re just going to leave the house off the market then?
When are you thinking you might put it back up for sale?”
(They answer.)
ASK FOR THE APPOINTMENT:
“If you were absolutely confident your house would sell,
would you consider putting it back on the market now?
I can stop by today at 3, or would 5 work better?”
You’re the 50th agent that’s called me today.
ROBIN:
“I hear you,
and I honestly don’t know
why so many agents are calling you.
I’m calling because I’m confident we can sell your house,
and I’d like to show you how we do it differently
to get homes sold in today’s market.
ASK FOR THE APPOINTMENT:
Would 3 o’clock today work better, or 4?”
What do you do differently? Just tell me over the phone.
ROBIN:
“I completely understand your question,
and I imagine finding an agent that does things differently
is the most important thing right now
because you don’t want more of the same.
(pause)
That’s exactly why
I’d like to meet with you for just 20 minutes
to show you what I do differently
to get homes sold quickly
and for top market price.
ASK FOR THE APPOINTMENT:
Would 3 today work for you, or would 4 be better?”
(If they push again:)
“There are a lot of things we do differently.
One of the most important
is that we are active and aggressive
We don’t sit around waiting for buyers like most agents.
We talk to 40–50 people every day,
Monday through Friday,
about buying and selling real estate.
We both know there’s a buyer for your house out there,
and our mission is to go find them.
That’s what you’d expect an agent to do for you, isn’t it?
ASK FOR THE APPOINTMENT:
So, what works better for me to show you the details—
3 today or 4?”
Where were you when my house was for sale?
ROBIN:
“That’s a great question.
It’s not that we were ignoring your home
We were fulfilling our commitment to the sellers that hired us.
In the last six months,
We’ve found buyers for the homes we listed.
That’s the kind of commitment you’d want from your next agent, right?
ASK FOR THE APPOINTMENT:
It would only take 20 minutes to show you
how We’d make that happen for you.
Would 3 today work, or would 4 be better?”
We already have another agent we’re going to list with.
ROBIN:
“I completely understand,
and I don’t know who that agent is.
I would imagine they’re a good agent,
because you sound like a smart person
you wouldn’t just list your home with anyone.
At the same time,
before you sign another multi-month contract
for thousands of dollars,
I’d like to meet for just 20 minutes to show you
what we do differently
to get homes sold quickly
and for top market price.
ASK FOR THE APPOINTMENT:
Would 3 today work, or would 4 be better?”
FSBO
FSBO objection system
Validate.
Show you heard.
Diagnose.
Ask 1–2 open questions.
Reframe value.
Link pain to net results.
Evidence.
Share quick proof.
Advance.
Move to a short plan review.
Proof you bring to the table
• Net sheet, FSBO vs full-service
• 3 pricing scenarios with comps
• Buyer reach map, agent list, launch calendar
• Offer log, negotiation plan, risk checklist
• Sample disclosures and contract timeline
*
Now... FSBO scripts with the full flow:
*
SELLER:
I do not need an agent.
I will sell it myself.
ROBIN:
I hear you.
Saving money matters.
What led you to take this on yourself
instead of hiring someone?
How has buyer interest compared with
your expectations so far?
Here is where WE help owners:
full market exposure,
offer management,
firm negotiation,
clean closing.
Which time TODAY OR TOMORROW
works for a 15 minute plan review,
Tuesday 3 or 4?
********
SELLER:
I do not want to pay a commission.
ROBIN:
I get it.
Your focus is net.
What net number are you targeting,
and how did you calculate it?
Which costs or risks have you planned
for during showings,
offers, inspections,
and title?
SELLER:
My aim is higher net, not higher fee.
I show side-by-side numbers,
FSBO vs full-service.
ROBIN:
Which time works for a quick numbers review,
Wednesday 11 or 1?
********
SELLER:
Do you have a buyer for my home?
ROBIN:
Finding the right buyer drives everything.
What buyer profile fits this property best, and why?
Which channels have reached those buyers so far?
Our mission...
is to create competition,
not chase one buyer.
We open the entire market
and log every offer.
When do you prefer a brief walkthrough of the plan,
tomorrow 2 or 4?
********
SELLER:
Bring me a buyer and I will pay a commission.
ROBIN:
Understood.
You want a lean approach.
What outcome do you expect from a partial-fee setup?
How will you handle inspection issues,
appraisal gaps,
and repair credits?
Full representation aims for stronger terms and cleaner net.
I will show the offer playbook and net sheet.
What time works to compare both paths, Thursday 9 or 10:30?
********
SELLER:
Call me in a month.
ROBIN:
Timing matters.
What needs to happen
in the next 30 days
to prove the current path works?
Which risks do you see in waiting,
given rates, seasonality,
and new listings nearby?
I will map two timelines,
wait vs launch now,
with projected net.
When works... to review both...
today 5 or tomorrow 10?
********
SELLER:
We already have some buyers interested.
ROBIN:
Good news.
Interested buyers helps.
What feedback
have those buyers shared so far on price,
condition, and terms?
How will you create real competition
among them to lift net?
Our plan adds fresh buyers fast,
then uses an offer deadline to raise terms.
Which time works to walk through it, Friday 1 or 3?
********
SELLER:
Sell it for more,
add your fee on top.
ROBIN:
“The price we choose
is what drives your bottom line,
not just the list number.”
*
→ Shifts focus from “vanity price” to “net profit.”
“If buyers are active today, what prices are they saying yes to right now, not last season?”
(→ Anchors the seller in current buyer behavior, not outdated market conditions.)
*
“Which data would you like to look at before setting price and terms?”
(→ Gives control back to the seller, making it collaborative instead of confrontational.)
*
“I’ll bring you three pricing paths, each with projected traffic and net proceeds.”
(→ Positions you as the strategist, not “just another agent.”)
*
“When works better for that review, Monday at 12 or at 2?”
(→ Natural, assumptive close without pressure.)
SELLER:
I have a friend who is an agent.
ROBIN:
I respect that.
Loyalty counts.
Out of curiosity,
what strengths do you feel your friend brings for selling this property?
When you think about success here, besides convenience,
how will you measure it...
net profit, speed, or risk avoided?
We’d like to show you side-by-side options
so you can compare.
Would Tuesday at 10 or 1 work better?
***
SELLER:
I will use the neighborhood specialist.
ROBIN:
Local insight helps.
Reach matters more.
What outcomes do you expect
from a local specialist specifically?
How will you reach buyers searching
in nearby areas
or starting online
in other zip codes?
We cross-sell across submarkets
and drive relocations into this area.
We will show traffic sources
and buyer routes.
What time fits for a reach review,
Thursday 2 or 4?
***
SELLER:
I sold on my own before. I will sell this one too.
ROBIN:
Past wins are useful.
Markets shift.
What worked best last time,
and what slowed you down?
What changed in rates,
inventory, and buyer behavior since then?
We map today’s deal risks and a plan
to keep leverage through inspection and appraisal.
When do you want a quick risk-to-net review,
tomorrow 11 or 1?
***
SELLER:
I might use a flat-fee MLS service.
ROBIN:
MLS helps reach, not leverage.
What support do you expect beyond MLS entry,
for example showings,
offers, and contingencies?
How will you protect yourself on disclosures,
timelines, and escrow?
We handle the full stack,
then prove higher net with a clean audit trail.
Which time works for a side-by-side review, Friday 10 or 12?
###
OBJECTION SCENARIOS + OPEN-ENDED RESPONSES
1. SELLER OBJECTION
“We want to save the commission.”
ROBIN:
We understand....
many owners feel that way.
Let me ask:
OPTION 1
What matters more to you...
saving the fee,
or walking away
with the most money
in your pocket at the end?
OPTION 2
How do you think buyers react...
when they see a home for sale by owner...
do they pay full price,
or expect a discount?
OPTION 3
What would make you feel sure...
that even after paying commission,
you still ended up with more?
OPTION 4
When you think about profit...
do you focus more on the asking price,
or on what you actually
keep at closing?
OPTION 5
What would stop you
from looking at both options
...
selling solo VS with our team
to see which one really nets you more?
###
2. SELLER OBJECTION
“We already have buyers interested.”
ROBIN:
That’s good to hear... Out of curiosity
OPTION 1
How serious do you feel those buyers are...
are they ready to move...
or still looking around?
OPTION 2
How are you checking that they’re
financially qualified to close?
OPTION 3
If they back out...
what’s your plan to keep interest strong?
OPTION 4
How would you handle it...
if they asked for repairs,
concessions, or a price drop?
OPTION 5
Would it help...
if we brought more qualified buyers...
so you had options and stronger leverage?
###
3. SELLER OBJECTION
“We don’t want to list with an agent.”
ROBIN:
We hear that a lot...
Let me ask:
OPTION 1
What past experience with agents makes you feel that way?
OPTION 2
What would an agent need to do differently...
for you to even consider it?
OPTION 3
If our team could show you how to walk away with more money...
how would that make you feel?
OPTION 4
What worries you most about working with an agent...
fees..., or something else?
OPTION 5
How would it help ...
if we showed you a process...
that gave you control,
full transparency,
and possibly a higher net?
###
4. SELLER OBJECTION
“We don’t see how you could get us more money.”
ROBIN:
That makes sense.
From your point of view...
OPTION 1
What part feels hardest to believe...
that buyers would pay more...
or that costs could be managed differently?
OPTION 2
How are you calculating right now...
what you’ll actually take home at closing?
OPTION 3
If we put both scenarios side by side...
FSBO VS. with our team...
what would you want to see first?
OPTION 4
What would it mean for you
if the numbers showed you
walked away with more...
even after commission?
OPTION 5
Would it help to spend 20 minutes
reviewing the numbers,
knowing you still decide what’s best?
###
5. SELLER OBJECTION
“We’re too busy right now.”
ROBIN:
We get it...
selling a home takes time....
Let me ask:
OPTION 1
What time of day...
usually works better for you
to talk about something important...
daytime or evening?
OPTION 2
When you do make time...,
what would you want to see first
to know if it’s worth it?
OPTION 3
If your schedule is already full,...
how are you managing showings
and calls from buyers?
OPTION 4
If we handled most of the legwork
and brought qualified buyers,...
how would that free up your time?
OPTION 5
What could happen
if waiting too long
caused you to lose serious buyers
or a stronger price?
###
CLOSING THE APPOINTMENT
ROBIN:
That’s why we’d like to meet with you
for about 20 minutes.
...
We’ll show you a side-by-side comparison
so you can see which way
leaves you with more.
...
What time would work better for you
...earlier 5PM or later 730PM?
###
REFERRAL CLOSE
ROBIN:
Before we let you go,
who do you know right now
maybe a friend, family member, or coworker
who has been talking about
buying or selling a home?
How do you think we could be helpful
to them
in the same way
we’ve offered to help you?
###
