Templates · DealWrap

Objection Handling Scripts for Wholesalers

Every objection is a question wearing a costume. The pattern below works on all of them: echo → clarify → answer → check. Then the exact words for the seven you'll hear this week.

The pattern

"[Repeat it back]. When you say that — is it mostly about [A], or [B]?"
...listen...
"That makes sense. Here's the thing: [one-line answer]."
"Does that land, or is it still the [underlying worry]?"

1. "Your offer is too low."

"I hear you. Too low compared to the number you had in mind, or compared to what
an agent told you? ... Here's how I get there: full retail assumes repairs, fees
and months you're paying the mortgage. I'm paying for certainty — no repairs, no
showings, close in three weeks. Which of those two matters more to you right now?"

2. "I need to talk to my wife / brother / attorney."

"Absolutely — who else is on the title? When you talk, what will they ask?
I'll put every answer in writing so you're not repeating it from memory."

3. "I'll think about it."

"Sure. What's the piece you're weighing — the number, the timing, or whether you
want to move at all? If I know that, I can send the right thing instead of
chasing you."

4. "I'm going to list with an agent."

"You might net more that way — usually after repairs most sellers underestimate.
Want me to run both numbers side by side? If the agent route wins, take it with
my blessing and I'll check back in 90 days if it's still sitting."

5. "I don't trust investors / I got burned before."

"Fair. There are bad actors in this business. What would make you comfortable —
proof of funds, a title company you pick, or closing with an attorney you know?"

6. "The tenant makes it complicated."

"That's usually easier than sellers expect. What's the lease — month-to-month
or in writing? Plenty of buyers want the tenant; if not, we handle the process
per your state's rules and it's not your problem after closing."

7. "Not right now."

"Understood. Two things before I go: when would 'right now' be — spring? And if
your situation changes first, do you have my number?"

Follow up in writing within the day with whatever you promised. And log the objection with call notes — objections are the most useful thing to review when you prep for the next conversation.