Framework: Acknowledge → Clarify → Resolve → Close
Don't argue. Acknowledge the concern, ask a clarifying question, share information that resolves it, then ask for the next step.
Common Objections
- 'Your commission is too high' → walk through net-sheet and marketing math.
- 'We want to wait for spring' → show seasonal data for their neighborhood.
- 'My neighbor's agent will do it for less' → reframe around results and risk.
- 'We need to think about it' → 'Of course — what specifically are you weighing?'
Action Items
- Write your top 5 objections and your responses.
- Role-play each one this week.