This week in coaching, a few very familiar questions came up — the kind every agent hears regularly when speaking with property owners.
You’ve probably heard them yourself:
- “We’ve got another agent coming in.”
- “I need to talk to the family first.”
- “We want to find somewhere to live before we decide.”
- “We’ve already promised another agent.”
- And sometimes the honest one: “We like the other agent more.”
None of these are unusual. In fact, they’re some of the most common reasons owners hesitate.
Objections Are Normal — Being Unprepared Isn’t
The first shift to make is this: objections are not rejection.
They’re part of the process.
When a seller raises one of these concerns, it doesn’t automatically mean you’ve lost. It simply means they need more certainty, more clarity, or more confidence in their decision.
The agents who win more listings aren’t the ones who avoid objections.
They’re the ones who handle them calmly and professionally.
And if you’re not prepared? They can easily derail the conversation.
When They Prefer Another Agent
One objection we spent time on this week was when an owner openly says they prefer another agent or don’t feel a connection with you.
That can sting. But this is where professionalism matters most.
Instead of pushing back or becoming defensive, the key is to stay calm, respectful and confident.
Here’s the approach:
1. Acknowledge and appreciate their honesty
Thank them for being upfront. Most sellers won’t say it directly — so when they do, respect it.
2. Clarify the situation
Ask whether they have actually signed with the other agent yet. There’s a big difference between preference and commitment.
3. Ask for an opportunity
If they haven’t listed yet, ask whether you can bring your buyers through before they commit elsewhere.
4. Offer a low-risk trial
Request a short, 48-hour listing window to see if you can secure a result.
Position it like this:
- If you produce a result, everyone wins.
- If you don’t, they’re free to proceed with the other agent as planned.
No pressure. No confrontation. Just confidence.
Hope this helps.
Here’s to your success,
Ryan & Anita Thompson
