Last week, we were treated to a live objection handling event—a “battle of titans” in the real estate industry—and it was the most respectful and entertaining battle this writer has ever witnessed. I was riveted! 

The goal of the event was to help agents like you up your game when it comes to handling various objections from consumers. And the point of that is ultimately to help you build relationships based on trust and confidence in your ability to get them the results they want.

And you don’t build that just by repeating scripts, as Byron Lazine pointed out early on. 

We’re not working off scripts; we’re working off conversations with people.

Byron Lazine

The whole event is available on YouTube for anyone to watch. Read on for a list of the main objections handled during the two-hour event, complete with timestamps. 

Or block out some time for the full event, grab some popcorn and a notebook, and settle in. 

15 Objections Handled

We get it. Two hours is a lot to commit to when your days are already full. That’s why we’re including timestamps in our list of the objections handled by Byron Lazine, Tom Toole, Ben Belack, and Ricky Carruth

But first, a few things to remember, courtesy of our event hosts: 

A lot of people are so afraid of scripts and feeling salesy. Whenever I hear agents being like ‘I don’t want to make calls or have conversations, etc.’ it’s because they feel salesy…(they think) the intention is to convince the consumer. We’re not trying to do that. We’re trying to uncover people who are thinking about it and then ultimately follow up at scale. I think objection management is more about establishing credibility, not about trying to take someone’s house out from under them.

Ben Belack

Objections are gifts. They are questions about doing business with somebody. They are things that are going through someone’s head when they’re trying to make a really big decision and they don’t know what the right answer is. So, they’re thinking about all the things that could go wrong. When you aim to educate, not aim to close, that’s when you can have a big business…

It’s about asking the right questions to see who might need some real guidance…And if you have that real intent to help, that’s going to come through in your scripting and your dialogue, and consumers are going to hear that.

Tom Toole

We’re not going through written-down, word-for-word scripts when we start. Scripts are frameworks; they’re not prescriptions. It’s not ‘I’m going to read this off to somebody and expect to convert them based on this formula.’ You’ve got to practice over and over and over again…to know how to dig into that curiosity, to ask the right questions, to be a great interviewer both ways: you’re being interviewed but you’re also interviewing the other side…

Byron Lazine

Around objection #8, real estate broker and coach Ricky Carruth joined in and asked a series of questions to fully understand the seller’s situation. 

Objections and rejection are just my prospect telling me what they want to do. And it’s my job to just listen and help them do it. And the objective for me is to go five or ten questions deep on why they want to do what they’re trying to do…What is the plan? What is the hurry? What is the timeframe? What is the real motivation? I’ve got to know all that before I can take the next step in the process.

Ricky Carruth

Now for the deep dive. Pick a favorite objection (or a few) and tune in:

  1. (09:58) “I’d love to sell, but #1, where would I go, and #2, I’d have to buy a house in this complicated market.”
  2. (18:02) “This is my one last chance to make as much money as I can for retirement. Every penny counts. I think I’m going to for-sale-by-owner (FSBO).” 
  3. (26:58) “You know what, I’m gonna wait for interest rates and prices to drop.” (Buyer’s perspective)
  4. (38:23) “Why would I sell and give up my low interest rate?” (Seller’s perspective)
  5. (50:13) “I think I’m just going to go with the neighborhood expert…” 
  6. (59:59) “My spouse/employer has a preferred vendor with a rebate/discount on the fee. So, I think I’ll go with them because we want to get as much money as we can on the sale of our home.” 
  7. (01:04:10) “I don’t want to give my home away”
  8. (01:21:08) “I don’t want to sign the buyer agency form…” 
  9. (01:26:13) “I’m only going to sign with the agent who brings me the house.”
  10. (01:33:17) “How am I going to get buyers to agree to pay for the commission?” 
  11. (01:36:02) “What to say when someone asks you to lower your commission?”
  12. (01:40:39) from a seller who hired a company charging a high fee but paying for repairs up front (because the seller is unable to do that on their own). 
  13. (01:46:04) “We’d love to move but we can’t because interest rates are too high.” 
  14. (01:49:32) “The other agent guaranteed they would sell my house for more than what it’s worth. Can you offer the same guarantee?”
  15. (01:54:54) Byron on when people ask you about your commission rate over the phone

Bookmark this page so you can revisit it anytime you want to review a particular objection and pick up ideas from these four. We promise it is time well spent. 

And for more on the objection-handling mindset, check out Tom Toole’s FREE course, where he dives into 12 rules you must follow to set you up for success when talking to prospects.