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Ask the Expert Recap: Handling Common Real Estate Objections
Rachelle Willhite talks about how to turn objections into opportunities and build confident client relationships with proven strategies
Objections aren’t rejection—they’re opportunities.
In this month’s Ask the Expert session, Seattle-based broker Rachelle Willhite joined the Real Geeks training team to break down the art of handling objections. From “I’m just looking” to “I already have an agent,” Rachelle shared practical ways to stay calm, sound confident, and ask the right follow-up questions that keep conversations moving forward.
Whether you’re newer to lead generation or looking to sharpen your follow-up skills, this recap highlights how to turn hesitation into trust and curiosity into appointments.
👉 Join us for our next live session or explore upcoming events: www.realgeeks.com/events
Table of Contents
Key Takeaways from the Session
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Every objection is an opportunity. A “no” often means “not now.” Keep the conversation open.
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Lead with empathy. People want to feel heard, not pressured. Acknowledge their concern before offering help.
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Ask another question. The best way to handle an objection is with curiosity.
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Be the friendly realtor. Build rapport through tone, questions, and consistency.
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Use all your communication tools. Text, email, phone, and video each build trust in different ways.
💡 Pro Tip
“An objection doesn’t mean no, it just means not now. It’s your cue to ask another question.” - Rachelle Willhite
Common Objections (and How to Beat Them)
| Objection | What It Really Means | How to Beat It |
|---|---|---|
| “I’m just looking.” | They want to browse without pressure. | Acknowledge it: “Perfect! That’s the best place to start.” Then ask what areas or property types they’re most interested in. |
| “Stop texting me.” | They feel over-automated or unsure if you’re real. | Respond once, politely and personally: “No problem. I’ll take you off that list. Before I do, was it too many emails or just not the right info? I always want to improve.” |
| “Rates are too high right now.” | They’re nervous about timing or affordability. | Empathize: “I understand. Many clients feel that way.” Then pivot: “Would it help if I showed you a few neighborhoods where prices have adjusted?” |
| “I already have an agent.” | They may not actually be committed—or they might just want to end the call. | Respectfully ask: “Great! Have you signed anything with them?” If they haven’t, offer to be a backup resource. If they have, wish them well and keep the door open. |
| “I didn’t sign up.” | They forgot or are testing your tone. | Stay calm: “You’re not the first person to say that. The internet does funny things sometimes. Are you curious about the local market? I can add you to my information loop.” |
| “I have to sell before I buy.” | They’re overwhelmed by the logistics. | Offer guidance: “Totally understandable. Let’s set up a quick call to review your options. I’ll walk you through how to sell and buy safely at the same time.” |
| “I don’t want to talk to a lender yet.” | They’re anxious about finances or commitment. | Rephrase the question: “Who’s helping with your financing?” or “Will you be paying cash, or would you like suggestions for local lenders?” Keep it open and pressure-free. |
💡 Pro Tip
Humor works. Rachelle often says, “You’re not the first to tell me that!” to reset tension and keep the tone friendly.
How to Strengthen Follow-Up and Conversion
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Treat objections as data. Every hesitation reveals timing, fear, or motivation—information you can use.
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Ask layered questions. Focus on “ready, willing, and able.” Build trust before asking for a commitment.
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Use all four touch points. Within the first week, contact each new lead by call, text, email, and video message.
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Try video emails. Seeing your face builds credibility fast. Keep it under 30 seconds and friendly.
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Adjust property alerts. For new leads, set search results to 50–150 listings and switch to weekly. This prevents spam fatigue while keeping engagement high.
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Test curiosity triggers. Slightly widen their search range (“I set your search for $1–2 million in Phoenix”) to spark replies and clarify goals.
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Stay persistent, not pushy. Weekly check-ins keep you present without overwhelming them.
💡 Pro Tip
The agents who follow up consistently—not just quickly—close the most online leads.
Real Examples from Agents
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Rachelle W. turned a “stop texting me” lead into a $2.2 million sale by responding human-to-human and asking one more question.
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Freddie M. increased callbacks by sending short, casual video emails through the Real Geeks CRM app.
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Steve K. overcame rate concerns using the line “Date the rate, marry the house,” helping buyers focus on long-term value.
💡 Pro Tip
When a lead ghosts you, invite them to view homes: “I’ll be out showing properties in [neighborhood] this weekend—want to join?” It reopens the conversation without pressure.
FAQs
What’s the best first message to send a new lead?
Start friendly and local: “Hi [Name], this is [Your Name] with [Brokerage]. I saw you browsing [City] homes—are there any specific areas you’re curious about?”
Should I call from my personal phone or the Real Geeks app?
Either works. The CRM app lets you log calls automatically, while personal numbers feel more direct. Use what keeps you consistent.
How often should I reach out?
At least once a week until you connect. Use different channels (text, call, email, video) to see what sticks.
How do I know if a lead is serious?
Watch activity. Frequent property views or favoriting listings often signal a higher level of intent—even if they haven’t replied yet.
Need More Help?
If you run into any issues or have questions, we’re here for you:
📞 Call us at 844-311-4969 (Mon–Fri, 8 AM–8 PM CST)
📧 Email support.realgeeks.com
🎓 Explore Real Geeks University (RGU): learn.realgeeks.com
💬 Join the Real Geeks Mastermind Community on Facebook to share scripts and role-play tips.