If you’re not role-playing every day, you’re leaving deals on the table — plain and simple.
That’s not just a theory. It’s a proven strategy that separates top-producing agents from the rest. During last week’s BAMx Office Hours, Byron Lazine dove into live role playing to tackle some of the most common objections agents are facing when talking to buyers and sellers.
It’s the same kind of practice Byron’s team does daily. Because the agents who role-play consistently win more deals, have smoother client conversations, and—most importantly—build trust faster.
Why Daily Role-Playing is a Game-Changer
Overcoming objections isn’t about having the perfect one-liner that “closes” a deal. Daily script practice makes you a sharper, more confident agent — one who can smoothly pivot when a conversation takes an unexpected turn (because it will).
The best way to show you how this works is to walk through a real-life example from one of our live role-playing exercises. During BAMx Office Hours, he broke down three common objections and demonstrated the exact framework my team uses to handle them.
Below, you’ll find a quick overview of one of those objections. BAMx members: be sure to check out the full replay in Skool—and add the next role-playing session with Byron to your calendar.
3-Step Framework for Handling Objections
#1: Acknowledge & Lower the Tension
First things first—every time you hear an objection, don’t panic. Objections aren’t rejections; they’re signals that the client is engaged and considering their options.
As Byron said, “The first thing I always want to tell myself when I’m receiving an objection is, ‘Hey, this is an opportunity. This is someone that’s really interested—but I want to lower the tension immediately.’”
Most agents get defensive or rush to “fix” the objection. Instead, take a step back and recognize that objections often come with a harsh tone—not because the client is upset, but because they’re uncertain.
When you respond with genuine curiosity and calm confidence, you create space for a real conversation instead of a back-and-forth argument.
#2: Set Up a Strategy-Driven Response
Next, create dialogue before just spitting out an answer. One of the biggest mistakes agents make is jumping straight into an answer before understanding what’s actually being asked.
Many buyers and sellers throw out objections they’ve heard from a friend or seen online—but those aren’t always their real concerns.
Your job is to uncover what’s beneath the surface.
Instead of immediately responding, ask a clarifying question to turn the objection into a real conversation.
Most agents don’t do this. The ones who do win more deals.
#3: Lay Out the Options Clearly
The third part of this framework is breaking down your answer into 1-2-3 (or ABC) format. Once you understand the client’s real concern, the goal is to lay out their options in a simple, structured way that makes it easy for them to understand.
People don’t want to be “sold.” They want to see their choices laid out clearly so they can make the best decision.
The key here is to present all the options—not just the one you want them to pick. Transparency builds trust, and trust builds clients for life.
Real Example: “I Have a Friend” Script
One objection covered during role play last week is something agents have heard a version of before:
Buyer Objection:
“I’ll be using an attorney friend to write up this offer. I’ve got a really good relationship with this listing agent, so I think I’ve got it all covered.”
Here’s how Byron broke it down during BAMx Office Hours:
Step 1: Acknowledge & Lower the Tension
“That makes total sense. It sounds like you want to make sure your offer is handled correctly and that you have trusted people involved in the process.”
This response validates the buyer’s concern instead of dismissing it—immediately lowering their guard.
Then, Byron follows up with a question to open the conversation:
“Out of curiosity, what’s most important to you when it comes to submitting this offer? Is it getting the best terms, ensuring a smooth process, or something else?”
Step 2: Set Up a Strategy-Driven Response
“There are actually three strategies for writing your offer. Would it be helpful if I quickly walked you through them so you can make the most informed decision?”
Here, instead of battling an objection, he’s guiding the buyer into a real discussion about their goals.
Step 3: Lay Out the Options Clearly
At this point, the buyer needs to understand their choices. Byron doesn’t just say, “You should use me.” Instead, he presents three options the buyer has:
#1—Attorney
“Option one: You can have your attorney fill in the blanks on the contract and charge you for their time. While that covers the legal paperwork, attorneys typically aren’t involved in the nuances of negotiations, inspections, appraisal gaps, or unexpected seller issues that pop up after the contract is signed. That’s where things can get tricky.”
#2—Listing Agent
“Option two: You can have the listing agent write up the contract. Now, the listing agent is hired to represent the seller’s best interests. There are two ways this can go: You can be unrepresented, which means the listing agent can still negotiate against you to get the seller the best deal. Or, in some states, you could do dual agency, which means the listing agent is technically neutral—but in reality, they were hired to serve the seller first.”
#3—Buyer Representation
“Option three: You can hire your own representative to ensure the entire contract and negotiation process works in your best interest. This means you have someone fully dedicated to protecting you, navigating potential issues, and securing the best possible outcome—not just with the initial offer, but all the way through to closing.”
Finally, let the client decide:
“Which of those three sounds like it would put you in the strongest position?”
By presenting all their options instead of pushing one, he puts the buyer in control—while also making it crystal clear which option benefits them the most.
Start Closing More Deals
This is just one of the live scripts Byron broke down during BAMx Office Hours. And if you’re not already practicing like this, you’re missing out on more deals, better conversations, and a stronger pipeline.
For BAMx members, the full replay is available in our Skool community. Plus, more opportunities to role-play live with Byron are already on the calendar.
Not a BAMx member yet? Join here and make role-playing part of your regular routine.
