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 these 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, as I’m an Expert buyer’s representative and have done several deals in this [building/neighborhood].

To be clear about my role, I’m a buyer’s agent and would be representing you, the buyer, at no cost to you.

The listing 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 lowest price for you.

Imagine going through a divorce and having the attorney representing your spouse also represent you. It wouldn’t make sense.

The listing agent has a fiduciary responsibility to the seller. The buyer pays no fees for a buyer’s agent who will represent their best interest, negotiate price, navigate through the NYC buying process, and ultimately protect you, the buyer.