How to Reframe “Objections” as Concerns & Handle Them With Grace

Concerns that can stall even the most promising conversations... But you don't need superpowers to save your deals. We'll teach you how.

Blogs

Mar 9, 2025

If you’re talking to real sellers, you’re going to hear objections.

Not fake ones. Not “maybe later” brush-offs. Real, emotional, deal-breaking concerns that can stall even the most promising conversations.

The good news? You don’t need slick comebacks. You just need the right words, delivered calmly, confidently, and respectfully.

Here are 10 common objections motivated sellers give, and exactly how to respond so you keep the conversation moving.

1. “Your offer’s too low.”

Why they say it: They’re comparing top-line numbers, not net proceeds.

Say this:

“Totally fair, and I never want to waste your time. Would it help to break it down so you can see what you’d actually walk away with after all costs?”

This invites a net sheet conversation, not a negotiation battle.

2. “I want to see what a realtor can get me first.”

Why they say it: They’re exploring options, not rejecting you outright.

Say this:

“Absolutely, you should. Just keep in mind, agents typically charge 5–6%, and homes sometimes need updates or sit on the market for weeks. I’m here if you ever want a simple, guaranteed option that skips all that.”

You position yourself as the backup plan, but make it sound better than the Plan A they think they want.

3. “I need to talk to my spouse/family first.”

Why they say it: It’s either true or a delay tactic.

Say this:

“Totally makes sense. Do you think they’d have different concerns, or are they mostly just helping you decide?”

Then add:

“If it helps, I’m happy to hop on a quick call with both of you, just to walk through everything together.”

This tests whether the family is the real issue, or just a polite stall.

4. “I’m not in a rush to sell.”

Why they say it: They’re afraid of being lowballed or pressured.

Say this:

“That’s actually the best time to explore options, before it becomes urgent. I’m not here to rush anything, just to help you understand what’s possible.”

You respect their timing while positioning your offer as a smart early move.

5. “Let me think about it.”

Why they say it: They don’t have enough clarity to say yes, or no.

Say this:

“Of course. Just so I don’t bug you while you're still thinking, what would be helpful to have in front of you before you decide?”

This surfaces the real objection: uncertainty, confusion, or hidden concern.

6. “I can’t afford to sell right now.”

Why they say it: They’re focused on costs, closing, moving, paying off debt.

Say this:

“Understood. Can I ask, are you more concerned about out-of-pocket costs to sell, or about what you’d walk away with after everything’s paid?”

Then add:

“There might be a way to structure this so there’s no cash needed upfront. If it helps, I can walk you through that.”

Now you’re opening the door to creative finance or flexible terms.

7. “I’ve had bad experiences with other buyers.”

Why they say it: They’re bracing for more disappointment.

Say this:

“That’s rough, I don’t blame you. If it helps, I can be really transparent about how I work, what the timeline would look like, and how we protect your side of the deal.”

Empathy first. Reassurance second. Offer structure third.

8. “I want more time to clean the place out first.”

Why they say it: They’re overwhelmed by logistics, not the offer itself.

Say this:

“Totally understandable. A lot of sellers feel that way. What if I covered some of that and gave you extra time after closing to finish up? We can put it in writing so it’s all guaranteed.”

Now you’re making the deal feel like relief, not another burden.

9. “I’m not ready to commit to anything today.”

Why they say it: They want space, but still want options.

Say this:

“I respect that. Just so we don’t lose momentum, would it be helpful if I sent over a few options in writing for you to review?”

Then add:

“No pressure to decide now, it’s just a way to keep things moving if the timing lines up.”

You’re removing pressure while staying proactive.

10. “I’m getting other offers.”

Why they say it: They want leverage, or they’re genuinely undecided.

Say this:

“Makes sense, I’d do the same. If you don’t mind me asking, is there something you’re hoping to get that you haven’t heard yet?”

Then follow up:

“Even if mine isn’t the highest, I might be able to beat them on terms, speed, or flexibility.”

You reopen the door, even if someone else is knocking.

Objections Aren’t the End. They’re the Beginning.

When a seller objects, don’t fight them. Hear them. Ask questions. Reframe with clarity and empathy.

Because every “no” is just a “not yet”, until you respond with the words that build trust, reduce fear, and move the deal forward.

That’s what separates closers from conversationalists.

And it’s how you turn tough sellers into signed contracts.

Learn more about what we do.

Written By:

Austin Beveridge

Chief Operating Officer

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Join Thousands Of Satisfied Operators

Discover why top teams rely on Goliath to find motivated sellers. Get everything you need to prospect, nurture, and close more deals.

679

Live Users

$
23
M

Closed Deals

11
%

Satisfaction Rating

11
+

Markets Live

Discover

Join Thousands Of Satisfied Operators

Discover why top teams rely on Goliath to find motivated sellers. Get everything you need to prospect, nurture, and close more deals.

679

Live Users

$
23
M

Closed Deals

11
%

Satisfaction Rating

11
+

Markets Live