Buyer RepresentationBuyer Agent
“Why do I have to sign anything just to see a house?”
Recommended response
Because it's the document that puts me on your side of the table. Until it's signed, I legally work for the seller. It spells out what I do, how long, and how I'm paid — and it's the shortest agreement in the transaction.
Alternate response
Think of it like hiring a contractor: you'd want the scope in writing before the work starts. We can date it for a single home if you want to test me first.
Why it works: Reframes the form from a trap into protection, and the single-property option removes the fear of commitment.
CommissionAll Agents
“Your commission is too high — another agent will do it for less.”
Recommended response
They might. The question isn't what you pay, it's what you net. Show me their marketing plan and I'll show you which parts of mine they removed to get to that number.
Alternate response
I'm the wrong agent if the goal is the cheapest listing. I'm the right agent if the goal is the highest net after fees. Which one are we solving for?
Why it works: Moves the conversation from price to net proceeds, where your deliverables are the deciding factor instead of the fee.
TimingBuyer Agent
“We're going to wait until interest rates come down.”
Recommended response
That's reasonable, and here's the tradeoff: when rates drop, the buyers who are waiting all come back at once and compete for the same homes. You'd win on the payment and lose on the price.
Alternate response
Let's do this — I'll keep you on a private search and run the numbers both ways every month. If waiting is better, I'll be the one telling you to wait.
Why it works: Validates the concern, names the hidden cost of waiting, and keeps you in the relationship instead of arguing.
TimingAll Agents
“We want to think about it before we commit to anything.”
Recommended response
Absolutely — that's how good decisions get made. So I'm helpful while you think: what's the one thing you're still unsure about?
Alternate response
Would it help if I sent you a one-page summary of what we'd do first, second, and third? Then thinking about it gets a lot easier.
Why it works: Turns a stall into a specific objection you can actually answer.
LoyaltyBuyer Agent
“We're just looking, we don't want to be pressured.”
Recommended response
Good — I don't do pressure, I do information. Most of my clients started 6 to 12 months out. Let's set up a search and I'll only reach out when something genuinely fits.
Alternate response
The people who get the best homes are the ones who got ready early. Let's spend 20 minutes now so you're ready when the right one shows up.
Why it works: Removes the fear of a hard sell and repositions you as the long-game professional.
PriceListing Agent
“My neighbor got {price}, so my home is worth at least that.”
Recommended response
They did — let's look at that sale together. Here's what their home had that yours doesn't, and here's what yours has that theirs didn't. Then the number gets obvious.
Alternate response
I can list it at that number. What I need from you is permission to bring you the market's feedback in 14 days and adjust if buyers disagree.
Why it works: Uses the comp instead of fighting it, and pre-negotiates the price reduction before the listing goes live.
FSBOListing Agent
“We're selling it ourselves to save the commission.”
Recommended response
I respect that — you're trying to keep more money, which is exactly my job too. Most FSBO sellers end up negotiating with a buyer's agent anyway, and buyers discount FSBO prices because they know you're saving the fee.
Alternate response
Keep selling it yourself. Can I be your backup plan? If you're not under contract in 30 days, I'll bring you the exact reason why.
Why it works: Agrees with the motive, exposes the buyer-side discount, and secures a follow-up appointment either way.
Already Have an AgentAll Agents
“We're already working with another agent.”
Recommended response
Good — loyalty matters to me too. Have you signed an agreement with them, or is it more of an informal thing?
Alternate response
Then I'll stay out of the way. Can I be your second opinion? If anything ever feels off, you'll have my number.
Why it works: Distinguishes a signed client from a casual contact without ever asking them to be disloyal.
Already Have an AgentAll Agents
“My cousin is an agent, we'll probably use them.”
Recommended response
Family first, always. One question — how many homes did they sell in {area} this year? Because this decision is worth six figures either way.
Alternate response
Have them handle it and use me for the parts they don't cover. I'll show you the market data for free, no strings.
Why it works: Honors the relationship while introducing production as the real decision criteria.
GhostingAll Agents
“The lead went silent after two good conversations.”
Recommended response
Send the takeaway: 'Should I keep you on my list or take you off? Either answer is fine.' It reopens more conversations than any follow-up sequence.
Alternate response
Change the channel. If you've been texting, leave a 20-second voicemail with one piece of market news and no ask.
Why it works: Removes the pressure that caused the silence and gives them an easy, low-cost way to re-engage.
Buyer RepresentationBuyer Agent
“Just email me listings, I'll let you know if I want to see one.”
Recommended response
I can do that. To send you the right ones instead of 40 a day, give me 10 minutes on the phone so I know what to filter out.
Alternate response
Portals already send you everything. What I send is the short list, plus the ones not on the market yet — that takes a quick conversation.
Why it works: Trades a small time commitment for higher-quality output they actually want.
CommissionProspective eXp Agent
“Why would I leave my brokerage for eXp?”
Recommended response
You shouldn't, unless something's missing. What do you want in 3 years that your current model doesn't give you — more take-home, better training, or ownership in the company?
Alternate response
Don't leave anything. Just compare: your cap, your splits, your training access, and what you own long term. Then decide with numbers.
Why it works: Never attacks their current brokerage and lets the comparison do the persuading.
