Stop Selling. Start Solving.
Best Agents Don’t Argue Objections — They Unpack Them
Ever feel like your clients are putting up walls — even when you know you’re trying to help?
Here’s the truth: objections aren’t the problem.
It’s how most agents respond to them that causes deals to stall.
At Chelsea Phillips Group, we teach agents to ditch the pressure tactics and lean into connection, curiosity, and collaboration — especially when things get uncomfortable.
Because the best closers?
They don’t close hard.
They listen harder.
Objections Aren’t the End — They’re the Beginning
When a client says:
- “We’re not ready to buy.”
- “We’re just looking.”
- “We want to wait for rates to drop.”
…most agents go into explain mode:
“But rates could go higher!”
“This is a great time to buy!”
“You’ll regret waiting!”
That’s when the client pulls back.
Instead, try this:
“Totally get that — sounds like timing’s important to you. What’s making you lean toward waiting right now?”
When you validate, ask, and listen, you uncover the real reason behind the pushback — and earn the right to help solve it.
Build Trust by Slowing Down
We train our agents to use what we call the 3V Framework:
🔹 Validate – Acknowledge their concern with calm, non-defensive language
🔹 Voice – Ask open-ended questions to surface what they really need
🔹 Vision – Use conditional closes:
“If we could find a home that solves X concern, would it be worth exploring?”
It’s not a script — it’s a mindset.
Your job isn’t to win an argument.
It’s to create clarity, confidence, and momentum.
Make Rapport Your Superpower
Not every client wants a data dump or hard pitch.
Some just want to feel understood.
Here’s how our agents keep connection front and center:
- Match their tone and pace — whether on text, call, or face-to-face
- Mirror their word choices (“You mentioned wanting something cozy — let’s run with that.”)
- Stay flexible — if they’re shutting down, shift the energy, not the topic
People don’t trust robots. They trust people who get them.
Don’t Just Answer Objections — Reframe Them
When clients say:
- “I hate how small the kitchen is”
- “The neighborhood feels off”
- “I don’t want to overpay”
Most agents respond defensively.
At CPG, we teach agents to reframe with calm neutrality:
“Sounds like the kitchen’s not working for your lifestyle — is it size, layout, or both?”
“Let’s keep this one as a baseline. What would feel right to you?”
This opens the door for better options — and better trust.
📚 CPG Agent Weekly Action Checklist
Want to start applying this today?
Here’s your 5-step practice routine for better objection handling this week:
✅ Write down your top 3 most common objections — and don’t script answers.
✅ For each one, write a validating statement and one clarifying question.
✅ Practice conditional close phrases with a friend or peer.
✅ Re-read your last 5 texts or emails with clients — did you match their tone?
✅ Pay attention during your next showing: are you listening to what they don’t say?
Final Word — From Our Team to Yours
At Chelsea Phillips Group, we don’t teach agents to fight objections. We teach them to lean in, ask better questions, and become the kind of advisor clients trust — especially when the stakes feel high.
Objection handling isn’t about being clever. It’s about being clear, calm, and client-first.
We are in the trenches of Short term rentals, development, investor strategy, and client communication in Savannah, Georgia. If you ever need a second set of eyes or just want to run an idea by someone—my door’s open. Book a Call today!
