Answering Objections

Sometimes “no” really does mean “no,” but other times it can just mean “I’m not sure,” or “I’m worried.” Looking for the motive behind the “no” is a big part of successfully overcoming objections.

Objections usually fall into three categories, says trainer Floyd Wickman of Wickman Seminars in Troy, Mich.

  • Money. The need to make a profit or avoid a loss is a key motivator. Buyers might think a home is overpriced, while the sellers are convinced they could get a better offer.
  • Fear. Buying or selling a home can be intense and stressful. People are often afraid to make a commitment and are wary of contractual relationships.
  • Distrust. Clients often distrust salespeople. Buyers might think the salesperson didn't show them enough properties or was wasting their time on properties they can’t afford. Sellers may not believe that salespeople are placing their interests above the desire to close the sale quickly.
Notice: The information on this page may not be current. The archive is a collection of content previously published on one or more NAR web properties. Archive pages are not updated and may no longer be accurate. Users must independently verify the accuracy and currency of the information found here. The National Association of REALTORS® disclaims all liability for any loss or injury resulting from the use of the information or data found on this page.