Practice objections like a game

Most agents know what they'd say to an objection. Saying it out loud, on the spot, in front of a seller, is different. So in my group sessions we practice it like a game.

Why practice out loud

The first time you hear "we want to wait" shouldn't be at the kitchen table. When you've answered it ten times in practice, the eleventh time sounds calm and sounds like you. That's what wins the appointment.

How the game works

1. Pick a side

   Start with seller objections at the listing appointment. Move to buyer objections once those feel easy.

2. One person plays the tough client

   In my sessions, I play the difficult seller or buyer. In your office, take turns.

3. Take turns and keep score

   Each agent gets an objection and handles it live. The group decides whether it would have worked. There can be more than one winner.

4. Debrief for two minutes

   What landed, what didn't, and the one line worth keeping.

5. Do it again next week

   Same objections, different people. The repetition is the point.

Objections to practice

• "We want to wait. Prices might go up."
• "We're interviewing a few other agents."
• "Another agent will do it for less commission."
• "We'll sell it ourselves."
• A buyer who wants to see six more homes, some of them over budget.

House rules

• Ask for the signature early. The sooner the agreement is signed, the fewer chances there are to drift.
• Set boundaries kindly. Show homes that fit the buyer's pre-approval and criteria, and say why.
• Answer commission with value. Walk through your marketing and full-service plan instead of defending a number.
• Stay friendly and firm. Being helpful doesn't mean giving in.