Objections are a normal part of any sales position, including real estate. The key is not to avoid them entirely, but to handle them well when they do arise. In fact, it can be a great opportunity to educate the buyer and prove your value to them. Use the following scripts and best practices to respond to five very common objections.

PREVIEW:

“Are you the listing agent? I’m looking for the listing agent.”

This is perhaps the most common objection you’ll face. Handle it with these best practices in mind.

• Always be transparent about your role. You don’t want anyone to feel confused or misled.
• Show your enthusiasm for helping them with their search. It’s a great thing that they were connected with you – you have real, relevant experience in the building or neighborhood. Show them that!
• Assume that anyone who reaches out wants to work with you, not the other way around.
• Refer to your role as the buyer’s representative and the listing agent as the seller’s agent.

Scripts

To be clear about my role, StreetEasy referred you to me because I’m an Expert buyer’s agent and have done deals in this [building/neighborhood/property type].

The seller’s agent may have a lot of information about the property, but keep in mind that their job is to get the highest price for the seller, whereas mine is to get the best deal for you.

Imagine being in court and having the opposing party’s attorney also represent you. It wouldn’t make sense.

The seller’s agent represents the seller’s best interests. My job is to represent you and your best interests, negotiate on your behalf, guide you through the NYC buying process, and overall serve you, the buyer.

If there’s something wrong with a property that may affect its value, in most states, your buyer’s agent has a fiduciary duty to tell you so. The same is not true for the seller’s agent.