Over 30 years ago, when I was a top listing agent with Re/Max Estate Services in Upland, California, I attended a seminar led by a man named Rodger Butcher.
One moment from that day has stayed with me ever since. Rodger stood before the audience and said, “Ladies and gentlemen, a salesperson who consistently earns $100,000 a year almost always knows exactly what to say to a buyer or a seller.” He then shared several examples to drive his point home.
From that day forward, I made it my mission to always know what to say—no matter the situation—whether I was speaking with a buyer or a seller.
Listen to these examples. Study them. Make them your own.
I also want to share another powerful resource with you: one of my favorite books, written by Jordan Kohan. Jordan closed over $100 million in sales in a single year and still does it he strongly emphasizes the importance of mastering objections and consistently role-playing to stay sharp.
And if you’re not currently booking many appointments with buyers or sellers, I highly recommend checking out LeadCruncher.com to help you generate more opportunities.
Common Seller Objections and Responses
Seller Objection
Strategic Response
“I’m not ready to sell yet.”
“Totally understandable. Timing is everything. If you don’t mind, I can keep you updated on the market while you decide, and when you’re ready, you’ll already have the insights at your fingertips.”
“I want to try selling it myself first.”
“For Sale by Owner works in rare cases, but most sellers end up leaving money on the table. With my strategy, especially in niche areas like probate, I bring in buyers looking for exactly this type of property.”
“I need to fix it up before selling.”
“You could—but you may not need to. I work with buyers looking specifically for homes as-is, and they’re willing to overlook repairs to move quickly.”
“I’m already working with another agent.”
“That’s good to hear you’ve got someone. Out of curiosity, how’s it going so far? If you’re open to it, I’d love to give you a second opinion on strategy—no strings attached.”
“I’ll wait for the market to improve.”
“A lot of people feel that way, but waiting often means competing with more sellers later. Right now, inventory is tight—your home stands out, and I can get serious buyers in front of it.”
“I’m just not interested.”
“Got it. May I follow up in a few months? Even if you don’t sell, I’d love to be your go-to resource if you need anything real estate related.”
“How much is your commission?”
“Fair question. My commission reflects not just listing the home, but also negotiating top dollar and handling the complex probate-specific challenges so you don’t have to.”
“Another investor offered me more.”
“That’s great. Did they provide it in writing? Sometimes these ‘high offers’ come with contingencies or fall through. I can walk you through their terms versus mine side-by-side.”
“I don’t want neighbors to know I’m selling.”
“Understood. We can do a discreet marketing strategy—no sign, no open house—just pre-screened buyers only. Total control, no surprises.”
“I think I can get a higher price than that.”
“You might—and that’s a good instinct. Let’s review actual sold data together so you see what buyers are realistically paying. That way, we can price to attract offers and negotiate from strength.”
Seller Objection
Strategic Response
“I’m not ready to sell yet.”
“Totally understandable. Timing is everything. If you don’t mind, I can keep you updated on the market while you decide, and when you’re ready, you’ll already have the insights at your fingertips.”
“I want to try selling it myself first.”
“For Sale by Owner works in rare cases, but most sellers end up leaving money on the table. With my strategy, especially in niche areas like probate, I bring in buyers looking for exactly this type of property.”
“I need to fix it up before selling.”
“You could—but you may not need to. I work with buyers looking specifically for homes as-is, and they’re willing to overlook repairs to move quickly.”
“I’m already working with another agent.”
“That’s good to hear you’ve got someone. Out of curiosity, how’s it going so far? If you’re open to it, I’d love to give you a second opinion on strategy—no strings attached.”
“I’ll wait for the market to improve.”
“A lot of people feel that way, but waiting often means competing with more sellers later. Right now, inventory is tight—your home stands out, and I can get serious buyers in front of it.”
“I’m just not interested.”
“Got it. May I follow up in a few months? Even if you don’t sell, I’d love to be your go-to resource if you need anything real estate related.”
“How much is your commission?”
“Fair question. My commission reflects not just listing the home, but also negotiating top dollar and handling the complex probate-specific challenges so you don’t have to.”
“Another investor offered me more.”
“That’s great. Did they provide it in writing? Sometimes these ‘high offers’ come with contingencies or fall through. I can walk you through their terms versus mine side-by-side.”
“I don’t want neighbors to know I’m selling.”
“Understood. We can do a discreet marketing strategy—no sign, no open house—just pre-screened buyers only. Total control, no surprises.”
“I think I can get a higher price than that.”
“You might—and that’s a good instinct. Let’s review actual sold data together so you see what buyers are realistically paying. That way, we can price to attract offers and negotiate from strength.”
Seller Objection
Strategic Response
“I don’t trust real estate agents.”
“I get it—there’s a lot of noise in the market. That’s why I focus on transparency, especially in sensitive sales like probate. I’m not here to pressure you—just to lay out your best options so you stay in control.”
“I’ve had a bad experience in the past.”
“I hear that more often than you’d expect. I specialize in making this process feel simple and stress-free, especially for families in transition. Let me show you how this time can be different.”
“I’m not emotionally ready to let go of the property.”
“It’s more than just a house—it holds memories. I’ll work at your pace, and if or when you’re ready, I’ll make sure it’s handled with the respect it deserves.”
“The property has legal complications.”
“That’s actually my specialty. I work with probate-specific legal experts and know how to navigate title, liens, or estate nuances to make things smoother for you.”
“We want to rent it out instead.”
“That could be a great option, depending on your goals. Have you weighed the ongoing maintenance and liability versus a clean sale? I can break down both paths so you can make the call that serves you best.”
“I’m already getting calls from buyers.”
“That’s a sign there’s demand—which is great. But direct buyers often underprice for speed. With the right marketing, we might attract stronger offers—and still close quickly.”
“We’d rather wait until a family member can look at the house.”
“Totally understandable. While they’re getting prepared, I can pull together property insights and a no-pressure market analysis so your family has everything needed when the time comes.”
“We don’t want to clean it out yet.”
“No need to rush. I have access to buyers who specialize in homes sold as-is, contents included. If clearing it is a future step, I can even recommend resources to make it easier when you’re ready.”
“We’ve had it listed before and it didn’t sell.”
“That can be frustrating. Often it’s not the property—it’s about targeting the right buyers. I market specifically to high-intent buyers who understand niche properties like this.”
“I’m afraid of being lowballed.”
“Valid concern. That’s where I come in—to shield you from unserious buyers and negotiate assertively. With the right pricing and positioning, you’ll have leverage instead of chasing offers.”
Seller Objection
Strategic Response
“I don’t want to pay any fees.”
“Totally fair. Depending on the sale type, we can structure it so the buyer covers closing costs. I’ll also show you a side-by-side of what each route nets you, so you have clarity before committing.”
“Let me talk to my family first.”
“Absolutely—this isn’t a solo decision. If it helps, I can send you a quick summary email to forward along, so your family sees the facts without pressure.”
“It’s not the right time of year to sell.”
“There’s truth to seasonality—but what’s also true is that serious buyers are always in the market. And fewer listings right now means less competition for your home.”
“The property is too messy to show.”
“That’s more common than you think. I specialize in situations where homes aren’t show-ready. I can connect you with as-is buyers or even discreet showing strategies that respect your privacy.”
“We just want to be left alone right now.”
“I completely understand. I’m not here to rush anything—just a resource when the time is right. Would it be okay if I checked in in a month or two?”
“I don’t think we need a specialist.”
“Sometimes that’s true. But in unique cases—like inherited or probate homes—having someone who’s solved these exact issues can save you time and avoid costly delays.”
“I already promised it to someone.”
“That’s great. Just make sure the offer is in writing and binding. If anything changes, or they can’t perform, I can step in quickly to help you avoid a stall.”
“We’re working through family disagreements.”
“That’s really common in inherited property cases. I’ve helped families navigate that by focusing on neutral info and timelines, so no one feels rushed but everyone stays informed.”
“We don’t want to do repairs or inspections.”
“Then don’t! I work with buyers who skip the punch list and take the home exactly as it stands—including skipping traditional inspections, if needed.”
“I already have an investor making an offer.”
“Perfect. Just make sure you’re seeing net proceeds, not just gross price. Some investors offer more up front but build in hidden fees or long timelines. I’m happy to compare it with you.”
Seller Objection
Strategic Response
“I’ve already had too many agents call me.”
“You’re probably getting slammed with the same script—I don’t blame you for tuning it out. I specialize in solutions, not spam. Mind if I show you one idea you probably haven’t heard yet?”
“We want to wait for the will to clear probate.”
“That’s totally fair. While you wait, I can prep a market plan and even connect you with professionals who can help streamline the probate timeline.”
“We might just donate the property.”
“That’s a generous option. I can help you evaluate the potential value, so whether you donate or sell, you’re doing it with full insight into what you’re giving.”
“It’s not my decision—it’s up to the executor.”
“Understood. If you’d like, I can provide a simple email or summary you can forward to the executor, just to keep them in the loop and make communication easier.”
“We just refinanced recently.”
“Got it. Sometimes even with a recent refi, there’s equity to leverage. If you’re open to a free analysis, I can break down what a sale might net today versus holding long-term.”
“There’s a reverse mortgage on it.”
“I’ve dealt with those. Timing is key with reverse mortgages, and I can walk you through the options before deadlines kick in. The key is acting before letters become legal action.”
“We live out of state and can’t come out.”
“No problem at all. I work with remote sellers all the time. From virtual walkthroughs to mobile notaries, we can handle the entire process without you setting foot on a plane.”
“The property has tenants who won’t leave.”
“That’s always tricky, but not impossible. I work with buyers experienced in tenant-occupied homes and can help you avoid legal headaches by structuring it correctly.”
“We’re just going to wait for foreclosure.”
“I understand, and that can feel like the path of least resistance—but if you’d like, I can explain the difference in your credit impact and potential equity loss. It’s worth at least seeing both sides.”
“It’s not worth much anyway.”
“You might be surprised—especially if the market has shifted. Want me to pull a few recent sales in the area so you can see how it compares?”
Uncommon Objection
Strategic Response
“We’re going to let the city take it.”
“That’s always an option, but the city may auction it off for far below value. I can help you explore options that might recover that equity for the family or estate—no cost to check.”
“The house is haunted or cursed.”
“You wouldn’t be the first to say that! Believe it or not, there are buyers who find that kind of history fascinating. We can market it as-is—or discretely—to the right audience.”
“We’ve already deeded the property to a relative.”
“That makes sense for some families. Just be sure all the paperwork and taxes are squared away—I’ve seen cases where unclear title causes problems later. Want me to refer you to a title pro to double-check?”
“We’re leaving it to nature. No one will live there again.”
“That’s certainly poetic. If it’s ever something you reconsider, I can help you evaluate what the land alone might be worth—without compromising the integrity of the property.”
“We’re going to Airbnb it for now, then decide later.”
“That’s a smart short-term strategy if you can manage it. If the rental isn’t performing, I can still prepare a backup sale plan so you’re ready if things shift.”
“We promised not to sell it while [family member] is still alive.”
“Respecting that wish is powerful. I can help you structure options in advance so if or when that time comes, you’re not caught in a rush or legal jam.”
“We’re selling, but only to someone we personally like.”
“That’s actually more common than people admit. We can screen buyers not just on price, but on story and values, if that’s your priority.”
“There was a violent incident on the property.”
“Understood—and in some states, that has to be disclosed. I’ve helped sellers navigate that by positioning it respectfully and reaching buyers who aren’t deterred by history.”
“We’ve already donated it to science.”
“Fascinating. If there’s ever a chance things change or there’s excess land not part of the donation, I can help determine if there’s still transferable value left.”
“We want to bury something in the backyard first.”
“You’d be surprised what I’ve heard. Some buyers don’t mind unusual requests. If we structure it properly, we can make it a non-issue at close.”
Objection
Strategic Response
“We have no idea where the title is.”
“That happens more than you’d think. I’ve got a title company that specializes in messy or missing documents—they can trace and verify ownership quickly.”
“We just inherited it and don’t want to make a decision yet.”
“Totally understandable. What I can do is give you an overview of your options—no pressure, just information—so when you are ready, you’re not starting from scratch.”
“I’m not emotionally ready to deal with people walking through the home.”
“You never have to. We can line up as-is buyers who skip showings altogether. You maintain privacy and still get a strong outcome.”
“We were thinking about using it for storage indefinitely.”
“That can work for a while—just keep in mind maintenance and taxes don’t stop. Want me to show you how much that storage is really costing over time?”
“We need to wait until the divorce is finalized.”
“Completely respect that. I’ve worked in those situations before, and timing the market around legal timelines is something I can help with when you’re ready.”
“My sibling doesn’t want to sell but I do.”
“That’s common in probate. Sometimes having a neutral third party present clear numbers helps bring everyone to the table. Would it help if I shared a ‘what if’ breakdown for both scenarios?”
“We want to keep it just in case someone in the family wants to move in.”
“Makes sense. While you’re deciding, want me to run the numbers on what it would look like to rent it short-term or carry costs long-term—just for perspective?”
“The lot is small so we don’t think it’s valuable.”
“Lot size matters, but so does location, zoning, and buyer need. I can help you evaluate whether it’s more valuable than you think.”
“Our relative said they’d buy it, but they’re dragging their feet.”
“I hear that often. If they’re serious, I can walk them through the financing or make sure their offer is locked in. If not, I’ll help you keep your options open.”
“We’re just tired—we don’t have the bandwidth.”
“You don’t have to do this alone. My job is to take the load off and run point on everything from paperwork to cleanup so this doesn’t feel like another full-time job.”
Objection
Strategic Response
“I’m waiting on a court date before I decide anything.”
“Totally understandable. While you wait, I can prep everything in the background so if the court clears it, you’re ready to move forward quickly without starting from scratch.”
“We don’t want to pay capital gains taxes.”
“Great to be proactive about that. I work with tax professionals who can explain your options—from stepped-up basis in probate to 1031 exchanges—so you protect as much as possible.”
“We’d prefer to pass it to the next generation directly.”
“That’s a beautiful legacy. If you’d like, I can help explore ways to transfer it cleanly and show you side-by-side how holding versus selling could affect your family’s future.”
“We’re waiting for a grant or government program.”
“Got it. Sometimes those timelines stretch, so while you wait, would it help if I shared what your current equity looks like? That way you’re not locked into just one path.”
“We think the value will go up if we wait a few more years.”
“Possibly! I can show you projection models based on local data. Then you can see whether it’s worth the wait—or if the risk outweighs the reward.”
“We don’t want to work with a big company.”
“Completely fair. I’m not a big-box brand—I’m boutique and relationship-focused. I work one-on-one with my clients, especially when the property has meaning or complexity.”
“We’re worried selling will mess with our benefits (e.g., Medi-Cal, SSI).”
“That’s a smart concern. I can connect you with someone who specializes in asset-sensitive benefits and estate planning, so nothing is disrupted by mistake.”
“We’ve had too many people trespassing on the property.”
“That’s frustrating—and risky. Getting it listed or marked as ‘under contract’ can help deter that. I can also refer you to a local company for security if needed in the short term.”
“We have animals on the land and nowhere to move them.”
“Let’s factor that into the timeline. I’ve worked with rural properties where we coordinate sale terms to give you time for a graceful transition—or find buyers open to accommodating.”
“We don’t want to clean up legal junk in the garage or house.”
“Got it—and you don’t have to. I’ve had sales where contents were left behind and handled legally after closing. There are ways to transfer those risks, especially in as-is deals.”
Objection
Strategic Response
“We want to subdivide it before selling.”
“That could boost your profit—just know it can take time. Want me to show you both options side-by-side: as-is versus subdivided?”
“The house was the scene of a crime.”
“I understand. I’ll guide you through local disclosure laws, and I know how to present it respectfully to buyers who are open to that kind of property.”
“The will has contradictory instructions.”
“That’s tough. I can refer you to probate attorneys who’ve seen it all—and keep everything neutral so no one feels pressured.”
“We had a buyer back out last minute and lost trust in the process.”
“That’s incredibly frustrating. Let me screen serious buyers only and manage every step—so this time, there are no surprises.”
“We left valuables in the home but can’t get there yet.”
“I can arrange secure access or local cleanup help and work around your timeline until everything you care about is safely removed.”
“We only want to work with a buyer who won’t tear the home down.”
“Understood. We’ll screen for renovators or homeowners who want to preserve the character—and pitch the property to that audience only.”
“There’s a squatter on the property.”
“It’s not ideal, but I’ve worked with buyers who understand how to handle those situations. The key is documenting everything carefully and protecting your position.”
“We don’t want the property on public websites.”
“No problem. I offer quiet, off-market sale options through exclusive buyer channels—your privacy stays intact.”
“We’re still cleaning out decades of stuff.”
“Take your time. I can even help you line up an as-is buyer who takes it with contents included—or connect you with a cleanup service when you’re ready.”
“It was our parents’ house and none of us can agree.”
“That’s one of the most emotional hurdles. I’ve helped families in similar situations see the numbers clearly and move forward at a pace everyone’s comfortable with.”
Objection
Strategic Response
“We already had a bad inspection report.”
“Then you’re ahead of the game. We can disclose it upfront and attract buyers who are experienced with repairs and ready to take it on.”
“We want to sell, but only to someone local.”
“That’s doable. I can prioritize local buyer marketing and investor outreach with boots-on-the-ground presence.”
“We’re worried about scams or people taking advantage.”
“That’s a very real concern—especially in probate or off-market. My job is to keep everything legal, documented, and transparent so you never feel exposed.”
“We don’t want to keep utilities on for showings.”
“That’s fine—we can market and show it in daylight only, and some buyers will even waive inspections. It just takes the right expectations.”
“We’ve changed our minds multiple times.”
“That’s totally human. My role is to stay ready, not pressure you. When the moment feels right, you’ll know—and I’ll be here to make it seamless.”
“The property line is in dispute with the neighbor.”
“Let’s get clarity on that now, not later. I have surveyors and title pros who can help resolve it—or we disclose it and market transparently.”
“We want to test the market, but not really sell.”
“Got it. We can explore soft marketing—no public listings—just to gauge demand. You stay in full control the entire time.”
“We heard the market’s going to crash.”
“A lot of headlines say that—but real estate is local. I can show you trends in your zip code and help you make a decision based on data, not fear.”
“We don’t want to deal with agents at all.”
“I respect that. If you’re open to a consult, I can explain how I work differently—less pressure, more strategy. No contracts unless you’re 100% comfortable.”
“We want to trade it for another property.”
“That’s definitely possible. I’ve helped clients with 1031 exchanges or equity trades—let’s explore how to structure it so you’re protected on both ends.”
About Morry Eghbal
Morry Eghbal is a marketing & real estate entrepreneur with over 30 years of industry experience. Having bought, fixed, and sold hundreds of properties, Morry has dedicated his career to helping investors, wholesalers, and real estate professionals streamline their workflow and maximize opportunities in probate real estate.
As the Founder and CEO of ProbateLeads.com, Morry provides researched probate case filings across 500+ counties, helping professionals access the most valuable probate leads with ease. He also leads SuccessorsData.com, offering nationwide inheritance real estate data in 42,000 ZIP codes—empowering realtors and investors with accurate lead generation solutions.
Morry is also the founder of LeadCruncher.com, specializing in probate, pre-probate, inheritance leads, successors data, pre-foreclosure, and county tax assessor data.
For those who prefer to follow up their letters with a phone call, Morry recommends IQDial.com—the most cost-effective and simple dialer with unlimited calls to the U.S. and Canada.
Call Morry today at (909) 315-5330 to explore smarter probate marketing strategies!
