EZ Weekly Mastermind #30 Recap: Dealing With Buyer Objections and Requests for Concessions in a Buyer Market with High Interest Rates
When a listing looks good but isn’t getting offers, it might not be the asking price. In this EZ Real Estate Mastermind, we focused on practical adjustments that help agents move listings without panic pricing. Here are the key takeaways and what agents tested live:
1. Use Feedback to Find Critical Buyer Objections
One listing got 52 visitors and zero offers. Feedback was vague until the agent pressed further. The issue wasn’t price. It was smell and paint.
“Once people said they didn’t like the paint, I offered to cover it. Still no takers. That’s when I knew I had to go deeper.” – Mike
Buyers need to feel emotionally tied to a home to want to take action right away. If they don’t walk in and say, “I love it,” they won’t write an offer. Helping the seller understand the emotional gap is step one. Step two is implementing a solution: making fixes up front or offering concessions.
2. Fix Affordability with Buyer Premiums
Greg walked through how to use a buyer premium to address buyer hesitation without lowering the price.
Example on a $500,000 deal:
Add a 10% buyer premium
Use 2% for a 2-1 rate buydown
Cover 1 to 2 percent of insurance or closing costs
Keep both agents paid
“You can drop the buyer’s monthly payment by over $600 without touching list price.” – Greg
Use the Buyer Premium as a tool and pre-emptively offer an alternative to seller concessions.
3. Reverse Prospecting Works! Put your MLS Tools to Work.
Mike’s listing had 500-plus views, but no offers. Using reverse prospecting, he would be able to reach out to agents with saved searches that matched the listing.
This gives him direct contacts to follow up with who have buyer clients that would be interested in a listing like his.
Robert walked through how to pull that info from your MLS and follow up with intent.
“If they saved a similar listing, they need to see yours. This isn’t guessing. This is your highest-likelihood list.”
Mike got straight to work and started a discussion in our Members Facebook Group for copywriting tips. Take a look at the example scrips below.
Not an EZ Agent? Join our public mastermind group and/or become an EZ Listing Specialist with enrollment waived for a limited time only!
4. Have Better Conversations with Sellers
Gabe’s listing had been FSBO. Inventory was high, and the seller wasn’t sure if he wanted to commit to a long-term listing.
So Gabe kept the conversation low pressure, focusing on what the seller wanted as an outcome and what data would help make that decision. Here’s a quick pitch idea:
“If it doesn’t sell, you’re in the same spot. If it does, you get to move. Let’s test it the right way.”
We went over plenty of other ideas for language tweaks and objection handling – Watch the episode to hear it all!
Resources to Explore
Before you adjust the price, adjust the conversation—because the right strategy, message, and follow-up can move the deal without cutting value. Watch this episode to hear all the ideas we shared for handling objections pre-emptively and making deals work when buyers are expecting big concessions.
Resources to Explore
