Objection handling
An objection is the seller telling you what they need to be sure of before they say yes. These answers separate an objection from a condition, take the three you hear most, the commission, the other agents and we want to think about it, and show the handling that keeps the call open without pressure.
10 answers, reviewed and approved by Grant Freer and Gia Freer, licensed Florida real estate brokers. Updated October 26, 2026.
How do you tell an objection from a condition?An objection is a concern a good answer or question can resolve. A condition is a fact no answer changes. Here is how to tell them apart on a call.How do I handle "we want to think about it"?When sellers want to think about it, ask which part, answer it and close again with two day-and-time choices. After a no, find what is behind it.How do I handle the commission objection?The commission objection is usually a question about the net, not the fee. Say your fee plainly, since it is yours to state, and put the net side by side.How do I handle "we're interviewing other agents"?When a seller says they are interviewing other agents, ask one question before you move on. Here is what to say, what not to do, and how to practice it.When the owner says "I'm not interested"What to do when an owner says "I'm not interested" on a prospecting call. Tell a reflex no from a real one with one honest question.When the owner says "just send me information"What to do when an owner says "just send me information." Agree, ask what would help them, get permission to send it, and set a time to go over it.When the seller wants to wait until springWhat to do when a seller says "we'll wait until spring." Ask what the date gives them, work backward from it, and offer a small step that fits it.When the seller says "we already have an agent"What to do when a seller says they already have an agent. Respect a signed agreement and end well. If nothing is signed, ask about their plans.When the seller says "my friend is an agent"What to do when a seller says their friend is an agent. Honor the friendship, ask what matters most to them in the sale, and leave room for their choice.What do I say when a seller wants to wait until after the holidays?What to say when a seller wants to wait until after the holidays: agree, find the real reason, then plan around their calendar and ask for a short meeting.
Practice this moment
Make one practice call. See your card.
A prospect who sounds real raises this exact moment. Ten minutes, in the browser, no account. The scorecard tells you the one thing to fix.