.png?width=500&height=146&name=Real%20Geeks%20Primary%20Logo%20Black%20(3).png)
Table of Contents
🎬 Watch the Full Session
Join us for a value-packed session of Ask the Expert. Rachelle Willhite shares objection-handling tactics that actually work, using real examples and personal scripts from her business. Whether you’re brand new or looking to sharpen your follow-up game, this is one you don’t want to miss.
👤 About Rachelle Willhite
Rachelle is the broker-owner of Best Choice Realty, operating across Washington, Oregon, and Idaho. She’s been in real estate since 2001 and started using Real Geeks when the company was just two years old. The embodiment of your “friendly realtor,” Rachelle is known for her ability to convert long-term internet leads, close luxury listings, and train her agents with simple, effective scripts. She’s one of Real Geeks’ most trusted power users and a passionate advocate for system-based growth.
📘 Session Overview
In this month’s Ask the Expert, Rachelle Willhite joins the Real Geeks training team to share how she’s mastered the art of converting internet leads — even the ones who say “just browsing,” opt out of AI, or already have an agent. Rachelle doesn’t just teach theory. She’s built her business using Real Geeks tools and shares the same scripts her team uses to secure $2M deals from leads who initially pushed back.
This session dives into the psychology behind common objections, how to respond with confidence and curiosity, and why asking just one more question is the secret to turning hesitation into trust.
🔥 Key Takeaways
-
Make sure the searches you’re building on your lead’s behalf provide enough properties to satisfy their curiosities. Too many listings can overwhelm them, and too few can result in no updates being sent. Aim for a sweet spot between 50 and 150 properties.
-
Respond to any opt-out messages with a friendly, human touch. If a lead replies with “Stop,” acknowledge their request, but always ask one more question to keep the door open.
-
When a lead says they already have an agent, ask if they’ve signed anything official. Let them know you’re happy to be their backup if things change or their current agent isn’t meeting their needs.
-
Use neighborhood-based showing invites to reconnect with ghosters. A casual message like “I’ll be in your area this weekend” can grab their attention without calling out their behavior.
-
Video emails work. Stand out in a sea of text-based workflows by adding human interaction and visibility. A 30-second video can help you rise above the competition and make a lasting impression.
-
Rather than asking, “Are you pre-approved?” try using “Who’s helping you with your financing?” The language you use can shape the kind of response you receive, so aim for softer, more open-ended questions that keep the conversation going.
-
“Just browsing” is not a rejection. It’s a signal to stay curious, ask better questions, and find out what the lead is really looking for. Focus on understanding their needs, communication preferences, and timeline so you can provide value and build a relationship over time.