Master Objection Handling Training: Key Takeaways and Insights:
Objections aren’t roadblocks—they’re your roadmap to more signed listings and stronger deals. In this no-fluff role play session, EZ Real Estate Platform agents showed exactly how to flip objections into opportunities—live, unscripted, and straight to the point.
From handling “I don’t want to lower my price” to “My buyer won’t pay commission,” this was more than a training. It was a playbook for dominating real estate conversations in 2025 and beyond.
Watch Now or use timestamps below to Navigate
03:14 How the Platform Addresses Common Objections
13:01 “Can’t We Just Send You the Offer?”
14:11 Buyers Have Low Pre-Approval Limit
16:51 Negative Equity: Should we Keep Property as AirBNB/Vacation Rental to Time the Market?
18:49 Transitioning Neighborhoods – Market Conditions to Consider
20:17 Platform and Strategy Tweaks
23:43 Seller Doesn’t Want to Lower Price – Rapid fire Role Play
26:48 No Offers After Open House – Agent Next Steps
27:34 Explaining Why Lowering the Price is the Best Move for Your Seller
29:49 When Objection Handling Isn’t the Answer
31:36 Make Your Listing a Buyer’s Priority
33:25 “My Buyer is NOT Paying the Commission!”
37:50 When Would You Go Traditional Listing over EZ Listing?
41:40 Turnaround Expert: This is How Real Estate Professionals Can Save Their Business
46:51 Buyer & Seller Advantages of a One-and-Done Open House
53:15 Handling Objections to Buyers Premium
01:03:10 “Could High Offers Cause Appraisal Issues?
BONUS: Free Prospecting Scripts Pack
Need to get some listing appointments on your calendar? Try these scripts and objection handlers next time you're targeting popular lead types like FSBOs and expired listing leads. Bonus letter and postcard templates inside!
BONUS: Free Prospecting Scripts Pack
Objections Aren’t Barriers—They’re Breadcrumbs
Robert summed it up best early in the session: “Selling isn’t telling. Selling is listening, finding a problem, and overcoming that problem to make it easier.” Objections aren’t the enemy; they reveal exactly what the client doesn’t understand yet or what fears are holding them back. It’s your job to ask, not just answer.
Take Joy’s listing experience in Nashville. She faced agents unfamiliar with the EZ platform, dismissing it as “just an auction,” or asking, “Can’t I just send you an offer?” Instead of arguing, she broke it down simply:
“It’s so simple. You just go on there, submit the pre-approval, fill out the addendum, and place your bid. If you can order from Amazon, you can do this.”
She even offered to personally assist agents who struggled. Joy stayed calm, factual, and focused on the core benefit: total transparency.
Pricing Strategy: Control the Narrative
One of the session’s most actionable gems came from the role play around sellers resistant to lowering the list price. Quinn nailed it:
“Do you care more about telling your neighbors how much you listed for, or what you actually make?”
Or Ronald’s killer line:
“If I can get you to that number you want, does it matter where we start the price?”
Need help with pricing strategy and how to present on listing appointments?
→ Access our EZ Pricing Training
Robert reinforced it by breaking down the science:
You need 100 people in the open house to drive demand.
Lower price = more foot traffic = more offers.
The seller retains control to accept, reject, or negotiate any offer.
It’s not about listing lower to lose money. It’s about creating competition and maximizing final price—all while protecting the seller.
Common Buyer Objections: Commission, Premiums, and Appraisals
“My buyer won’t pay the commission!”
Joy handled this classic post-NAR lawsuit objection smoothly:
“The buyer has always been paying the commission. It’s just never been disclosed clearly. We’re separating it now to make it transparent.”
Rocky and others encouraged agents to flip this objection into an invitation: if another agent is confused, use it as a chance to offer them one of your EZ seats and help them win more deals.
Buyer’s Premium concerns? Michele’s approach was gold:
“It’s added to the loan. Buyers aren’t paying out of pocket, and the way we price the home competitively means they often walk in with instant equity.”
And on appraisal gaps?
Robert dropped this stat-backed truth bomb:
“Thousands of transactions—not one appraisal issue. Why? Because when you have 100 buyers, 10-12 offers, you don’t have to worry. Market value is proven by demand.”
One-and-Done Open Houses: FOMO is Your Friend
Everyone agreed—the one-and-done strategy isn’t just efficient; it’s psychological warfare (in a good way).
Michele said it straight:
“We want your house to be an event. That scarcity drives more traffic and better offers.”
Quinn reminded us it reduces seller inconvenience. Ronald hit the nail on confidence:
“You know exactly when your house is at its best, and buyers feel the urgency.”
Robert summed up the kicker:
“100 people in one day eliminates negotiations, concessions, and monkey business.”
Want to use the One-and-Done strategy in your market?
→ Access One-and-Done Open House Training
Final Thoughts: Own the Process, Own the Outcome
Paul wrapped it up by reminding us why this model works: transparency, control, and a fair exchange of value for every party.
Robert’s challenge to the team: “This is a fight we need to hop in together. Get in the fight with me, and let’s show the public how to protect them.”
Whether you’re facing seller price objections, commission confusion, or agents unsure about the platform, the answer is always rooted in transparency, control, and data-backed results.
Want to close more listings faster? Get better at listening, lean on the EZ system, and don’t forget—you hold the unique value in the room.
Ready to master objection handling, generate more listings, and simplify real estate for your clients?
→ Become an EZ Listing Specialist Today
