"We're Just Looking"
Buyers who say they're "just looking" are often further along than they admit. Acknowledge their pace, offer to set up a search, and position yourself as a resource - not a salesperson.
- ✓Respond: "That makes total sense. Most of my clients start the same way."
- ✓Offer to send listings that match their criteria - no pressure
- ✓Ask: "What would the ideal home look like for you?"
"We Want to Wait for Rates to Drop"
Address this with data. Show them the impact of waiting - home prices may increase while they wait for a rate drop, and they can always refinance later.
- ✓Show historical rate and price data
- ✓Explain the "marry the house, date the rate" concept
- ✓Calculate the cost of waiting (price appreciation vs rate savings)
"We Have a Family Member Who's an Agent"
This is a loyalty objection, not a skill objection. Respect the relationship, but offer to be a backup resource. If their family member is in a different market, position your local expertise as complementary.
"We Already Found a House Online"
Great - this means they're motivated. Offer to schedule a showing and provide your professional evaluation of the property. Show the value of having representation during negotiations.