Dealing with hesitant, skeptical, or tough-negotiating clients? Every word matters. These 12 proven scripts will help you overcome common objections, build trust, and close more deals.
1. When the Client Says: “The Price is Too High”
Your Response:
“I understand your concern. Rather than focusing just on price, let’s discuss the value. This property offers [mention 3 unique advantages: location, recent upgrades, appreciation potential]. Which aspect would you like me to explain in more detail?”
2. When They Ask for an Unrealistic Discount
Your Response:
“I appreciate your interest in negotiating. Based on market data, comparable properties here sell between [X] and [Y]. We could discuss flexible terms [e.g., financing, closing date], but the price is already competitive. Would you like to make a counteroffer based on specific terms?”
3. When They Want to Wait for Prices to Drop
Your Response:
“Markets always fluctuate, but the best time to buy is when you find the right property. Historically, [neighborhood/city] appreciates [X]% annually. If you wait, you might pay more later or miss this unique opportunity. What specifically is holding you back?”
4. When They Compare Cheaper Listings
Your Response:
“It’s great that you’re exploring options! Those properties may be priced lower, but [highlight key differences: better location, higher-quality materials, lower maintenance]. Would you prefer to save now or invest in something that avoids future costs?”
5. When the Buyer Says: “I Need to Think About It”
Your Response:
“Of course, this is a big decision. While you consider, what specific questions can I answer? Other buyers often ask about [financing timeline, rental potential, etc.]. Maybe I can clarify that for you now.”
6. When the Seller Refuses to Lower the Price
(For Agents):
“I respect your position, but each week without offers reduces interest. A strategic [3-5]% price adjustment could attract more buyers. Would you prefer to adjust now or try incentives first [e.g., covering closing costs]?”
7. When the Client Wants to “See More Options”
Your Response:
“Absolutely, there are many choices. But this property stands out because [unique selling point]. In fact, I have another interested buyer today. If you like it, we could submit a conditional offer while you keep looking. How does that sound?”
8. When They Say: “I’m Not Sure About the Neighborhood”
Your Response:
“What specifically concerns you? This area is known for [positive data: great schools, development plans, low crime]. I can even connect you with current residents for their perspective. Would that help?”
9. When Financing Falls Through
Your Response:
“This happens more often than you’d think. I work with [X] mortgage advisors who’ve helped clients in your situation. Would you like an introduction? Sometimes small down payment or term adjustments make all the difference.”
10. When They’re Torn Between Renting & Buying
Your Response:
“Renting offers flexibility, but buying builds equity. At current rates, your monthly payment could be similar—except you’d own an asset. Would you like to see a 5-year rent-vs-buy comparison?”
11. When They Demand Upgrades Before Buying
Your Response:
“That’s fair. Instead of having the seller make changes (which you might not like), we could negotiate a remodeling credit at closing. Then you can customize the home. What upgrades matter most to you?”
12. When Their Offer Gets Rejected
Your Response:
“I’m sorry to hear that. Could you share what part of the offer didn’t meet their needs? Sometimes small tweaks [to closing date, contingencies, or terms] help. Would you like to revise it?”
Pro Tips for Success
✅ Empathy + Data – Blend understanding with hard numbers.
✅ Open-Ended Questions – Uncover their real objections.
✅ Controlled Urgency – “Another buyer is interested” (only if true).
Which script resonates most? Adapt these to your style and local market! 🏡