If you’re working with buyers right now, chances are you’re hearing at least one of these:
- “I’m worried about the economy.”
- “There’s nothing out there I like.”
- “I’m just going to wait for the market to get better.”
And the truth is, those objections aren’t going away. So you’ve got two choices: let those buyers stall out… or come prepared with the right strategy to move the conversation forward.
Let’s break down each of these common concerns and walk through exactly what to say (and do) so you can build trust, educate, and close with confidence.
Objection #1: “I’m Concerned About the Economy”
When buyers bring up the economy, it’s easy to get caught up in a spiral of headlines and hypotheticals. But 9 times out of 10, they don’t actually know what they’re reacting to.
The move: Start with curiosity, not defense. Ask them this:
“Totally get it. There’s a lot of uncertainty right now. Just out of curiosity, what is it exactly that you are concerned about?”
Then stop talking.
Let them respond. They might say something like, “I’m worried prices are going to crash,” or “Interest rates seem out of control.” Great. Now you’ve got something concrete to address with data.
That’s your chance to pull up real-time MLS stats, show historical market performance, or talk through what’s actually happening in your area.
But if they can’t articulate what they’re afraid of? Even better.
That opens the door for a level shift, where you pivot the conversation toward their deeper motivation:
“I totally understand. That’s valid. But let me ask you, what kind of home would actually get you excited to make a move right now?”
Now you’re back on common ground, talking about what they want, not what they fear. And that’s where deals start to move.
Objection #2: “I’m Not Seeing Anything I Like”
Inventory challenges are real. But they’re not an excuse to sit on your hands. Buyers need to feel like you’re doing more than just setting up a drip campaign and hoping something shows up.
So start by asking:
“Totally get that. So tell me exactly what you’re looking for in a new property.”
Once you have that vision in mind, follow up with:
“What gets you excited about moving to a home like that?”
Now you’re tapping into motivation—and motivation opens the door to education. This is where I love using a Phil Jones-style Opening Fact Question (OFQ) to reframe what’s possible:
“Hey Nick, hey Michelle, it’s Tom from Re/MAX. We talked about finding you a new home, and I wanted to check in because active listings are actually up 18.2% year-over-year. That’s more homes on the market than we’ve seen in the last five years. How would all those additional options impact your real estate plans?”
That’s a great call script. But it also works as a text. Or an email. The point is, you’re educating the client around their pain point and providing value.
Then, when it’s time to meet in person, I use what Chris Smith calls the Magic Buyer Formula. It’s simple, powerful, and helps buyers move forward without getting stuck in indecision:
“If you see a home you like, that works for your household, you can afford the payment, and you plan to be there for the next five years, that’s probably a sign that it’s a good move for your family and your finances. So, if I find something like that, you’d want me to let you know, right?”
This formula gives the buyer a logical framework for action. It shifts the conversation from “Is now the perfect time?” to “Is this the right home for us?
Objection #3: “I’m Waiting for the Right Time”
Buyers who say they’re waiting aren’t usually lazy; they’re just stuck. Your job is to show them what you’re doing differently to help them win.
Here are six ways to get buyers off the fence and into action:
#1—Move fast with Coming Soons and MLS listings.
Speed still matters. Get listings in front of them early and often—before other buyers do.
#2—Bring inventory to them.
If they know the neighborhoods they want, reach out directly to homeowners. Be the agent who uncovers off-market opportunities.
#3—Show off your winning track record.
“Our team has won 100+ multiple offer situations in the last 12 months. We’ve got a 10-point strategy to help you win. Do you want me to send it over?”
#4—Ask deeper, deal-moving questions.
Use a variation of the Phil Jones magic words:
- “What would it take for you not to consider a townhome instead of a single-family home?”
- “What would it take for you not to look at the next town over?”
These questions uncover flexibility and reveal opportunities they may not have considered.
#5—Target listings with elevated days on market.
“Hey, this home’s been on for 14 days. There might be room to negotiate or get it at asking. What would it take for you not to go see it?”
Buyers are hesitant to make offers. Help them see the upside.
#6—Curate the search yourself.
Don’t rely on automation. Send one-off homes with personal notes:
- “Saw this today and thought of you—it looks like it has the yard you were hoping for.”
- “This came across my desk and fits your criteria. Want to go see it right away?”
That personal touch shows effort and builds trust. It’s also what separates pros from passive agents.
Bottom Line
Handling objections isn’t about slick scripts or clever comebacks—it’s about asking the right questions, listening for motivation, and bringing real solutions to the table.
When you show up with strategy, confidence, and data, you don’t just win deals; you win clients for life.
Want more tactical scripts like these? Every Tuesday in May and June, BAMx members can join me, Lisa Chinatti, and Byron Lazine in a live roleplay workshop at 9 am ET.
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