Objections (Handling Hesitations)
"I want to wait for prices to drop."
"I totally understand wanting to time the market, but it’s really hard to predict. If prices drop, it’s often because interest rates stay high, which could mean higher monthly payments. If the right home comes along, waiting could cost you more in the long run."
"I don’t want to get pre-approved until I find a home I love."
"I totally get it, but getting pre-approved first gives us a clear budget and strengthens your offer when the right home comes up. Without it, we risk losing out to someone who’s already pre-approved."
"Can we lowball this offer?"
"We can definitely try, but it depends on the seller’s motivation and market conditions. A strong strategy might be to go in lower but with fewer conditions to make it more appealing."
"How do I know if this is a good investment?"
"Great question! We’ll look at comparable sales, long-term market trends, and resale potential to make sure it’s a smart buy."
A buyer ghosted you after the first showing—how do you follow up?
I’d send a friendly, low-pressure message: ‘Hey [name], just checking in! No rush, but I’d love to hear your thoughts on the home. Let me know if you’d like to keep exploring options!’"
"I need to talk to my parents before making a decision."
"That makes sense! Do you think it would help to have them join a showing or a call to go over the details? I want to make sure you have all the info you need to make a confident decision."
"I don’t want to commit to a lender yet."
"That’s completely fine! Pre-approval doesn’t lock you in—it just gives us a starting point. You can still shop around for the best rates later."
A buyer wants a long conditional period.
"A longer condition period can weaken your offer. If we need more time, we could negotiate a short initial period with an option to extend."
"I’m worried about hidden issues—how do I know the home is in good shape?"
"That’s why a home inspection is key. We can also look at maintenance records, warranties, and check for any red flags during showings."
A buyer wants to cancel their buyer representation agreement.
"I’d ask what’s changed in their plans and if there’s anything I can do differently. If they’re firm on canceling, I’d handle it professionally while reminding them of our value."
"We’re going to keep renting for another year."
"That’s totally fair. Have you considered running the numbers to see what you could build in equity versus what you’ll pay in rent over the next year? I’m happy to go through that with you so you can make the best decision for your situation."
"I was pre-approved for $650K, but I want to look at $750K homes."
"I understand wanting to see what’s out there, but I don’t want you to fall in love with something outside your budget. If needed, I can connect you with a mortgage broker to explore ways to increase your buying power."
The buyer insists on including 10 different conditions.
"Some conditions are important, but too many can turn sellers off. Let’s prioritize what’s essential and see what we can negotiate after the offer is accepted."
"Should I just wait and save more before buying?"
"That depends on your situation. Prices and rates fluctuate, so what you save in down payment could be offset by rising prices. Let’s run some scenarios to see what’s best for you."
"I want to see 20 more homes before deciding."
"Totally understandable, but seeing too many can make it harder to decide. Let’s refine what matters most so we focus on the best options."
"I’m not sure if I need a realtor—I can just go directly to the listing agent."
"You definitely can, but keep in mind that the listing agent works for the seller. My job is to negotiate in your best interest and help you get the best deal possible. Plus, as a buyer, my services are at no cost to you."
"I want to put as little down as possible—why do I need a bigger down payment?"
"A smaller down payment means higher mortgage payments and mortgage insurance costs. If keeping cash on hand is important, we can find a balance between affordability and flexibility."
"Can we offer $50K less because the house has been sitting for two months?"
"It depends on why it’s been sitting. If it’s overpriced or has issues, we have leverage. But if the seller isn’t desperate, they might not entertain it. Let’s review comparable sales first."
"I don’t understand closing costs—how much extra do I need?"
"Closing costs are typically 1.5-4% of the purchase price, covering legal fees, land transfer tax, and adjustments. I can help break it down for you."
"We want to bring five family members to every showing."
"Family input is great, but too many opinions can be overwhelming. Maybe we shortlist a few favorites and bring them in for a second look?"
"I don’t want to compete in multiple offers."
"I hear you. It can be frustrating, but not all multiple-offer situations are the same. Some are more competitive than others, and there are strategies we can use to improve your chances without overpaying. Let’s chat about your options."
"I don’t think I can buy right now because rates are too high."
"Interest rates do play a big role, but home prices also adjust. Waiting for lower rates could mean paying a higher price. We can also explore mortgage options with lower payments or refinancing down the road."
The buyer loses multiple offers and is getting frustrated.
"I totally get it. The market can be tough, but every offer teaches us something. We can tweak our approach—maybe adjusting price, terms, or considering off-market options."
"What if I regret my purchase after moving in?"
"It’s natural to feel nervous, but thorough due diligence helps prevent regrets. I’ll make sure you have all the info to feel confident before making a decision."
A buyer gets cold feet and wants to back out after firming up a deal.
"I’d remind them of why they chose this home and see if there’s an underlying concern we can address. If they truly want out, I’d go over their legal options and next steps."