Real Estate Objection Handling Scripts for Agents
Real Estate Scripts: Objection Handling Every Agent Should Know
Written by: Jason White, a leading real estate coach, broker, and expert in residential real estate agent training courses.
In this article, you'll learn proven real estate objection handling scripts that build trust, confidently address client concerns, and help you close more deals.
Introduction
Every real estate agent encounters objections, whether working with buyers or sellers. Knowing how to respond effectively can make the difference between closing a deal and losing a lead. That's where practicing effective real estate scripts come into play.
Buyer Objection Handling Scripts
Buyer Objection 1: "We want to wait and see if prices come down."
Buyer Agent Response: That's a reasonable thought—no one wants to overpay. The challenge is that even if prices adjust, higher interest rates could end up costing more overall. Would it be helpful if I walked you through a side-by-side comparison of what that could look like?"
Buyer Objection 2: "We're not sure we want to work with just one agent."
Buyer Agent Response: I completely understand—you want to make the right choice. Having one dedicated agent often means a more focused, seamless experience. Would you like me to share how I work and what you can expect?"
Buyer Objection 3: "We'll just reach out when we see a home we like online."
Buyer Agent Response: That's a great starting point—many buyers begin their search online. What I often find is that by the time a home looks perfect online, it may already be under contract. Would you like me to set up a custom search so you can see new listings right when they hit the market?"
Buyer Objection 4: "We don't want to pay a buyer's agent commission after the NAR settlement."
Buyer Agent Response: That's a valid concern, especially with recent changes. Often, I'm able to negotiate for the seller to cover my fee, so you still get full representation without additional upfront costs. Would you like me to explain the different options we can structure to protect you?"
Seller Objection Handling Scripts
Seller Objection 1: "We want to price the home higher than you suggest."
Listing Agent Response: I completely understand—you want to maximize your return. The risk with pricing too high is that it can reduce buyer interest and lead to lower offers later.
Would you like me to show you how strategic pricing can actually create stronger demand?"
Seller Objection 2: "We want to try selling it ourselves first."
Listing Agent Response: That's understandable—you want to explore all options. Many sellers who start on their own find that limited exposure and negotiation challenges leave money on the table.
Would it make sense for me to show you what a professional strategy might add to your bottom line?"
Seller Objection 3: "We don't want to do any repairs before listing."
Listing Agent Response: I hear you—repairs can feel overwhelming. Even minor updates can make a real difference in attracting serious buyers and stronger offers. Would you like me to suggest just a few simple updates that could make the biggest impact?"
Seller Objection 4: "Why should we choose you over other agents?"
Listing Agent Response: That's a great question—you should absolutely work with someone you trust. My approach combines strategic marketing, expert negotiation, and personal guidance to get the best result for you.
Would you like me to walk you through the full plan I'd tailor for your home?"
Pro Tips for Using Real Estate Scripts
1. Listen First - Don't jump in. Allow the client to express their concerns fully.
2. Use Data and Facts - Real estate scripts are stronger when market data and comparable sales are supported.
3. Make It Conversational - Scripts should serve only as a guide for you to practice—not robotic responses. Personalize them to match your personality.
Conclusion
Objections usually mean they need clarity or reassurance. By mastering these real estate scripts, you'll position yourself as a confident, trustworthy, and skilled real estate sales professional. Practice with a role-play partner, then personalize these scripts to suit your personality. Your time investment in this area can boost your income by thousands each selling season.
Did you find this guide on how to do a buyer's consultation helpful? We have much more to share to KickStart your real estate career! Explore our courses and affordable 1:1 agent coaching tailored to professionals like you for more insights and guidance.