3 Major Real Estate Client Objections and How To Handle Them

By Vija Williams

Vija entered the residential real estate industry in 2001 after a successful career in marketing and sales for builders and developers.

How do you handle real estate objections like a pro? If you’ve been in this industry for a while, you know that objections are part of the job. No matter how experienced you are or how great your service is, there will be clients who hesitate, push back, or flat-out say no. But here’s the truth: most objections, no matter how they’re worded, tend to fall into three major categories.

Understanding these common objections and knowing how to handle them can help you win over clients and close more deals. So, let’s break them down and talk about the best way to handle each one.

1. “I’m not ready to make a decision.” This is probably the most common objection you’ll hear in real estate. Buyers and sellers hesitate for all kinds of reasons. They might need to talk to their spouse, they’re unsure about timing, or they just feel overwhelmed by the process.

When I hear this, I respond with, “How can I help you make that decision?” Instead of pushing, I ask what they need and what’s holding them back. Hesitation often stems from uncertainty, so I also provide case studies, client experiences, and data to build trust first.

2. “Your commission is too high.” Clients sometimes hesitate when they see the numbers, but the key here is helping them see the value, not the cost. I often handle this by telling them the story of when I hired my first accountant. I had to write a $2,000 check just to file my taxes, and at the time, it felt like a huge expense. But that accountant saved me $20,000.

That’s when I learned that paying for expertise often leads to a bigger return. It’s the same in real estate. I don’t just sell homes; I get my clients the best possible outcome. I share real cases where my skills led to higher prices and better terms. They prove that my commission is an investment and not just a fee.

3. “I’m waiting for the market to change.” Buyers and sellers often wait for the “right time,” as they hope for better rates or market shifts. However, timing the market perfectly is nearly impossible. I’ve seen clients hold off, only to watch prices double. The best time to buy or sell is when it fits your needs, and not when you’re chasing the market. So instead of pushing facts, I focus on listening, understanding their concerns, and building trust. Objections aren’t roadblocks, but chances for real conversations that lead to confident decisions.

So next time you hear, “I’m not ready,” “Your commission is too high,” or “I’m waiting for the market to change,” take a deep breath, ask the right questions, and focus on building trust. That’s how you turn a hesitant client into a happy one. And if you ever want to sharpen your skills further, I’m always here to help. You can reach me at 425-399-8808. Let’s talk!