You don’t need me to tell you that it’s a competitive real estate market 😥. Agents have been hustling like crazy: showing properties, writing-up contracts, loosing multiple offers (far too often), and on it goes 🔂. Frankly, it’s all a bit maddening.
Home price escalation, rising interest rates, and limited inventory have caused quite the predicament. And, as a result, lots of home-buyers have grown rather apprehensive about moving forward or not.
No doubt, buying a home is a BIG decision—always has been. And no script or dialogue can quote-unquote, “make” somebody buy a house. (Nor should it.)
Nonetheless, in the midst of a “tough market,” in my opinion, a (respectful) dose of “tough counsel” is appropriate.
Truth is… nobody can go backwards to buy a house in yesterday’s market—nor can anyone assuredly predict how tomorrow’s market will or won’t turn out. Fact is, we only sell houses in today’s market—not yesterday’s or tomorrow’s.
FREE PDF DOWNLOAD: 5 Home-Buyer Objection Handlers (for Realtors)
Objection Dialogues/Ideas
Home-Price Sticker Shock 😱
I can appreciate that… Real estate certainly tends to go up in value. I wonder… What do you think this home will cost, say, a year from now? [Listen] So I guess what matters in the future is whether or not you purchased the property today, right?
This isn’t my “Dream Home” 😔
I can appreciate that… Ever wonder how some people afford houses like {Dream Home}? [Listen] In many cases, it's because they bought a home like {Subject Home}, later sold it, and then reinvested the gains into their dream home. Most people don’t "buy"a dream home—they "trade-up" to it.
Waiting on Interest Rates 📉
I can appreciate that… By nature, rates always rise and fall. The good news is you can refi a mortgage if/when rates go down again. What you cannot do, however, is go back in time to buy a house at today’s prices. Historically speaking, home values nearly always go up.
Looking for a Good Deal 💸
I can appreciate that… In my experience there are two types of home buyers—those who are looking to get a "good deal" versus those who will do whatever it takes to "get the deal." The only question is… how do you define a "good deal," in say, a year from now?
Friend Only Paid $$$ Last Year 🤨
I can appreciate that… In my experience there are two types of home buyers—those who are looking to get a "good deal" versus those who will do whatever it takes to "get the deal." The only question is… how do you define a "good deal," in say, a year from now?