Here are comprehensive objection handler scripts for both motivated sellers and cash buyers, designed to build trust and move the conversation forward.

Objection Handler Script: Motivated Sellers

Goal: Listen, empathize, reframe, and provide a solution.

Objection 1: “I have a real estate agent.” / “I’m planning to list.”

Response:
“That’s a great option if you have time and don’t mind the hassle. An agent is fantastic for finding a retail buyer at the highest price. We offer a different solution:

• We provide a guaranteed sale, as-is. This means no repair costs, no staging, and no last-minute financing fall-throughs from the buyer’s bank.
• We can close in as little as 7-10 days, which can save you months of mortgage payments, utilities, and taxes.

Wouldn’t it be worth knowing your certain cash offer to compare with your potential retail price? It costs you nothing to see the number.”

Objection 2: “I need more money.” / “Your offer is too low.”

Response:
“I completely understand. Every homeowner wants the highest price possible. Let’s break down why our offer is what it is:

• We are a cash buyer, not a retail buyer. A retail buyer needs a bank loan, and the bank will require them to pay for all the repairs we see—like the [mention specific issue, e.g., roof, HVAC]. They will either ask you to fix it or subtract that cost plus their profit from their offer.
• Our offer is the ‘As-Is’ price. We are taking on the risk, hassle, and cost of all those repairs. We are buying the problem, and our offer reflects the cost to solve it.
• What number do you have in mind? Is there a specific financial goal you need to hit?”

(Then, listen. If their number is close, see if you can adjust repairs or your fee. If it’s unrealistic, you may have to walk away.)

Objection 3: “I need to think about it.” / “Let me talk to my [spouse/family].”

Response:
“That’s perfectly reasonable. This is a big decision. To make sure I give you and your [spouse/family] the best information, what specific questions can I answer for you? What part of the process are you most unsure about?”

(If they can’t name a specific concern):
“I understand. Many sellers I work with say the same thing, and it usually comes down to trust. Let me suggest this: let’s schedule a 10-minute call with your [spouse/family] for tomorrow. I can walk everyone through the process and answer all your questions at once. Would 6 PM or 7 PM work better?”

Objection 4: “I’ve had other investors call me, and they were scammers.”

Response:
(With empathy) “I am so sorry to hear that. It’s frustrating that there are people out there giving our industry a bad name, and I appreciate you telling me that. My business is built on transparency and integrity.

• We use a licensed title company to handle all the money and paperwork, so you are fully protected.
• I can provide references from past sellers I’ve helped.
• There are no hidden fees or last-minute price changes. The offer I make is the amount you’ll get at closing.

What can I do right now to earn a small amount of your trust?”

Objection 5: “I’m not in a hurry. I can wait for the best offer.”

Response:
“That’s a great position to be in. If time isn’t a factor, then holding out for a retail sale makes perfect sense. Can I ask, what is the monthly cost of holding this property—the mortgage, insurance, taxes, and utilities?”

(Wait for their answer).

“Let’s say that’s $1,500 a month. If the property takes 6 months to sell with an agent, that’s $9,000 you’ve spent before you pay for any repairs or the real estate commission. Our offer isn’t just about the price; it’s about the net proceeds after all costs and time. Sometimes, a certain offer today is worth more than a higher, hypothetical offer months from now.”

Objection Handler Script: Cash Buyers

Goal: Establish credibility, demonstrate value, and secure their criteria.

Objection 1: “I have plenty of people sending me deals already.”

Response:
“I hear that all the time from serious investors like yourself. I’m not trying to be another person spamming your inbox. My goal is to be your most reliable source, not just another source.

• I pre-vet everything. I only send deals that are under contract and have clear title.
• I provide the full package upfront: ARV, repair estimates, and clear photos.
• I respect your time. You’ll only hear from me on deals that are a 9 or 10 out of 10 for your specific business.

Can I earn the right to send you just one deal to prove the quality? If you don’t love it, no hard feelings.”

Objection 2: “Just add me to your list and send me everything.”

Response:
“I appreciate the green light, but I value your time too much for that. If I send you everything, you’ll start ignoring my emails, and I might miss you when I have the perfect deal.

My promise to my A-list buyers is that when they see a message from me, they know it’s a serious, vetted opportunity. Let me start by only sending you the ones that are a bullseye for your buy-box. What does that bullseye look like for you?”

Objection 3: “Your fee is too high.”

Response:
“I understand you need to protect your margins. Let’s look at the numbers:

• My fee is built into a total price that is based on the standard 70% of ARV minus repairs.
• This deal should still leave you with a profit of $X after all your holding and selling costs.
• Consider my fee as you would a finder’s fee for a quality employee. I’m saving you dozens of hours of marketing and lead chasing.

Is the profit margin still not where it needs to be, or is it the ARV/repair numbers you’re questioning?”

Objection 4: “I need to see the property first.” (Before making an offer)

Response:
“Of course, and I strongly encourage it. I’m not asking for a blind offer.

• My process is simple: I’ll send you the full deal package.
• If the numbers look good on paper, we schedule a walk-through.
• After you’ve seen it, you give me your firm offer.

I’m coordinating viewings for this Thursday. Does 10 AM or 2 PM work better for you?”

Objection 5: “The numbers don’t work for me.” (On a specific deal)

Response:
“No problem at all. I appreciate the quick response. To make sure I don’t bring you another deal that misses the mark, can you tell me specifically what didn’t work?

• Was the ARV too low?
• Were the repair estimates off?
• Was the neighborhood not quite right?

Your feedback helps me refine my search and bring you a better fit next time.”

Objection 6: “I’m not buying right now.” / “My capital is tied up.”

Response:
“I completely understand. The market is always shifting. Should I:

• Keep you on my list and check back in a quarter?
• Or would you prefer I only reach out for truly exceptional, off-market deals that might be worth moving on?

Even if you’re not buying, I’m happy to connect as a resource in the market.”

Universal Objection Handling Framework (For Both):

1. Listen & Empathize: “I understand…” or “That’s a common concern…”
2. Isolate the True Objection: “Is it specifically the [price/timing/trust] that’s the hurdle?”
3. Reframe with Value: Answer the question “What’s in it for them?”
4. Provide a Solution or Ask a Closing Question: “Would it help if…?” or “Can I…?”
5. Confirm & Move Forward: “Great, so shall we schedule the walk-through for tomorrow?”