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Ask the Expert Recap: Handling Holiday Objections

Turn seasonal slowdowns into opportunity—learn how to stay consistent, overcome objections, and keep your pipeline moving through the holidays.


This month’s Ask the Expert featured industry powerhouse Jeff Quintin, a veteran agent and coach who has closed more than 5,000 transactions in his career. Jeff joined the Real Geeks training team to break down how agents can keep generating business and handling objections—even when clients say, “Let’s wait until after the holidays.”

From separating objections versus conditions to mastering follow-up consistency, Jeff shared practical ways to stay motivated and productive when most agents hit pause.

👉 Join us for our next live session or explore upcoming events: www.realgeeks.com/events

Table of Contents

Key Takeaways from the Session

  • Consistency beats seasonality. Your pipeline is your fuel tank—if you stop prospecting, you run out of business.

  • Understand the difference between an objection and a condition: one can be overcome, the other must be planned around.

  • Air, Land & Sea Approach: combine calls, texts, social touches, and in-person networking to maximize reach.

  • Follow up with intention. Leads who ghost you aren’t “bad leads”—they just haven’t been given enough value to respond.

  • Smile and align. Objection-handling is about rapport, not rebuttals—mirror tone and tempo to build trust.

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Understanding Objections vs. Conditions

Jeff explained that not every “no” is an objection.

  • Objection: a question that hasn’t been answered yet (“We want to wait until after the holidays”).

  • Condition: a fact you can’t change (“We can’t list until the kitchen remodel is done”).

The key is to acknowledge, align, and ask again—show understanding before guiding clients back to the next logical step.

💡 Pro Tip: Replace “but” with “and.” It keeps the conversation positive and moves it forward.

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Lead Generation During the Holidays

Jeff urged agents to stay active instead of slowing down. Think of lead generation as a fuel system—if you stop filling it, you stall.

  • Plan your December work days early to protect prospecting time.

  • Compress your activities when you have fewer available days.

  • Increase your contacts and appointments to maintain momentum.

He also recommended mixing outreach channels—calls for connection, texts for response, and social posts to stay top-of-mind.

💡 Pro Tip: Set a daily goal for “hand-raisers.” Even five engaged replies a day can change your Q4.

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Scripts & Roleplay Highlights

Jeff shared a simple, direct script for buyers and sellers:

“Hi [Name], it’s Jeff. I’m calling with two quick questions—do you still plan to [buy or sell] this year? If so, can we set an appointment this week to talk about it?”

He demonstrated how to keep the conversation light but decisive—ask a yes/no question, acknowledge the response, and close for the appointment.

When leads don’t reply, Jeff suggested re-engagement texts that spark conversation—like sending a 👻 emoji to “ghost” leads to get a response.

💡 Pro Tip: Focus on connection, not perfection. A natural follow-up beats a polished pitch every time.

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How to Keep Your Pipeline Moving

  • Audit your database by “last active date” to find warm leads.

  • Call everyone active in the last 60–90 days with the simple two-question script.

  • For listings, show sellers how many buyers are currently searching in their price range from your Real Geeks CRM.

  • Set every lead up on a Saved Search or Market Report—automation keeps your brand visible 24/7.

💡 Pro Tip: Your CRM is not an address book—it’s a relationship engine. Every lead should be set up on at least one search or report.

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FAQs

How do I overcome “I’ll wait until after the holidays”?
Acknowledge their concern, then reframe it around supply and demand: with fewer listings and motivated buyers, it can be the best time to sell.

What’s the difference between a condition and an objection again?
An objection is a question that needs clarity; a condition is a fact you can’t change. Handle the first—plan around the second.

How can I sound natural on calls without being cheesy?
Practice mimic-mirror-match techniques to align your tone with the client’s and build rapport faster.

What should I do if a lead won’t respond at all?
Change your approach—offer value or send a light-hearted message to get a reply instead of repeating the same script.

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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 us at support.realgeeks.com
🎓 Explore our Real Geeks University video center: learn.realgeeks.com
💬 Connect with peers in the Real Geeks Mastermind Community on Facebook → Join here

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Meta Description (≤ 160 characters):
Learn how Jeff Quintin handles holiday objections and keeps lead generation consistent through the season with Real Geeks CRM strategies.

Audience: Agents, Teams, Account Owners, Experienced Customers >30 Days
Meta Tags: holiday objections, lead generation, real estate scripts, follow-up, CRM strategies, prospecting, Real Geeks training, Ask the Expert
Platform Context: Real Geeks CRM | Live Events