Fear can stop clients before they even start. Don’t let “what ifs” hold them back.
What’s the real reason people don’t move forward in real estate? It’s rarely just the market. It’s the objections. Lack of knowledge. Fear of debt. Fear of making a mistake. Economic uncertainty. These five concerns come up all the time.
Here’s the key: when you slow down, ask better questions, and lay out a clear plan, those objections start to lose their power.
But what do those objections actually look like in real conversations? And why do they carry so much weight for buyers, sellers, and investors?
The top five objections. In today’s market, five specific concerns consistently show up when people are thinking about buying, selling, or investing in real estate.
- Lack of knowledge and expertise about the market. Many people simply don’t feel like they know enough about real estate to make a confident decision.
- Belief that there is a high initial capital requirement. They assume they need more money upfront than they actually do.
- Fear of debt and financing. The idea of taking on a mortgage can feel overwhelming.
- Fear of making a mistake. They worry about buying at the wrong time or choosing the wrong property.
- Concern about market volatility and economic uncertainty. Headlines and outside noise make people hesitant.
These fears are real. Fear exists to protect us. The goal is not to push someone into a property. The goal is to understand their concerns and determine whether moving forward truly makes sense.
A young man on the team, 21, turning 22, came in planning to leave his lease and take another rental. Instead of rushing, we paused to evaluate his options and look at the bigger picture, something many of us overlook when making short-term decisions.
That conversation highlighted an important truth: handling objections effectively comes down to three key principles that guide every client interaction.
The three things to focus on. When objections come up, three key principles can guide every conversation.
- Gain a clear view of goals. First, start by asking, “What is your goal right now?” and “What are your long-term goals?
Many clients tend to make short-term decisions without considering the long-term impact. Understanding both immediate needs and future vision helps guide them effectively. This perspective can completely change the tone of the conversation.
- Become the most educated person in the market. When someone objects, don’t argue. Instead, ask, “Help me understand why you think that,” or “Tell me more about that.” This allows clients to expand on their fears. Fear exists to protect us, and understanding what’s behind it helps address concerns thoughtfully.
The goal is not to push someone into buying but to evaluate whether a purchase aligns with their situation.
- Provide a clear strategic plan. A plan is not just telling someone what to do. It’s laying out clear steps they can follow. Step one might be speaking with a lender to see what can be purchased today. Knowing current options shows what’s possible and helps plan for the future. Even if buying doesn’t make sense immediately, clients leave with direction and a roadmap for what they are working toward each day.
When a plan is laid out, several important things happen. The client’s situation is better understood, objections are easier to address, and concerns can be documented for intentional follow-up. Clients often take action as a result, such as opening bank accounts, setting up automatic savings, or working with lenders and credit repair companies. In some cases, like the 22-year-old example, it shows that buying makes sense right away.
A clear plan also creates accountability. Clients know the steps, the advisor knows the steps, and progress moves forward together.
Time is the advantage you cannot outperform. Consider this: how would life change if a first property were purchased at 22? The next purchase might come at 24, 26, or 28. Small decisions add up over time, and time cannot be rushed.
My first property was purchased at 25, my first investment property at 26 or 27, and my second at 28 or 29. Those early decisions shaped long-term results.
The principle is clear: don’t wait to buy real estate. Buy real estate and wait.
Helping clients successfully starts with understanding goals, staying informed, and providing a strategic plan in a follow-up system. With this approach, objections lose their power. Clients make intentional decisions rather than reactive ones, leading to more sales, referrals, and the satisfaction of helping people build long-term wealth.
If you’re thinking about your next step in real estate, reach out today to (801) 285-0521, email Justin@JustinUdy.com, or visit justinudy.com. I’ll help you review your options and create a plan that works for you.
