Price Objection Scripts Script
Scripts for handling price objections from both buyers and sellers. Price objections are the most common hurdle in real estate negotiations, and having confident, data-driven responses turns potential deal-killers into productive conversations.
Seller Objects to Your Suggested List Price
Script 1 of 3During a listing presentation, the seller thinks their home is worth significantly more than your recommended list price.
[Seller Name], I completely understand why you feel your home is worth [their desired price]. You have invested a lot into this property, and the emotional value is real. Let me show you how I arrived at my recommendation, because I want us to be on the same page. I analyzed [X] comparable sales within a half-mile radius that closed in the last 90 days. Here are the three most relevant. [Comp 1] at [Address] sold for [Price] — it has [similar features] but also had [advantage or disadvantage]. [Comp 2] at [Address] sold for [Price] — this one is [comparison]. [Comp 3] at [Address] sold for [Price] — [comparison]. Based on these comparables and adjusting for your home's specific features — [list key differences] — the market supports a price between [range]. Here is the risk of overpricing. Homes that are priced too high sit on the market and become stale. Data shows that homes priced more than 5 percent above market value take three times longer to sell and often end up selling for less than they would have if priced correctly from the start. The first two weeks on the market generate the most buyer activity — we do not want to waste that critical window. What I can promise you is that my marketing will maximize your home's perceived value. The professional photography, AI virtual staging, and targeted advertising I do consistently generate more showings and stronger offers than the average listing. In fact, my listings in the 2025-2026 market have averaged [X percent] of list price. Let me price it to sell, and I will market it to sell for every penny it is worth.
Buyer Says the Home Is Overpriced
Script 2 of 3Your buyer likes a home but thinks it is overpriced and wants to make a lowball offer or skip it entirely.
[Buyer Name], I hear you — you think [Address] is priced too high, and I want to look at this objectively with you. Let me pull up the comparable sales data so we can see where this home actually falls in the market. Looking at the comps, homes in this area with similar square footage, bedrooms, and condition have sold between [range] in the last 90 days. This home is listed at [List Price], which puts it [above/within/below] that range. Now, here is what I think is important to consider. This home has [specific features the buyer likes — location, lot size, updates, layout]. When I factor in those features, I believe the market value is closer to [your assessed value]. There is also the question of whether other buyers see the same value you do. Right now, this listing has been on the market for [X days], and [it has/has not] had price reductions. That tells us [interpretation]. My recommendation is to offer [Price], which is [X percent] below asking. Here is my reasoning: [specific justification based on comps, condition, market time, and competition]. The listing photos include some AI virtual staging that makes the rooms look great, but I want to make sure you are evaluating based on the actual condition we saw during the showing. I think there is a deal to be made here at the right price. Should we put together the offer?
Seller Resists a Price Reduction
Script 3 of 3Your listing has been on the market for several weeks without offers, and you need to convince the seller that a price reduction is necessary.
[Seller Name], I want to have an honest conversation with you about where we are with the listing. We have been on the market for [X weeks], and I want to share the data on what is happening. We have had [X] showings, [X] online views, and [X] saved-as-favorite actions. Here is what those numbers tell us. Our online traffic is [strong/average/below average], which means the marketing is working — buyers are seeing your home. The virtual staging photos are generating excellent engagement online. However, we have had [X] showings, which suggests that buyers are interested but the price is creating hesitation. Feedback from showing agents has consistently mentioned [common feedback — price relative to competing homes, specific condition concerns, etc.]. Let me show you what has happened in the market since we listed. [X] new competing listings have come on the market, and [X] comparable homes have sold at [prices]. Your home is now positioned [above/significantly above] the competition. I am recommending a price adjustment to [New Price]. This is not a discount — it is a market correction that positions your home to compete effectively. Here is what I expect will happen: at the new price, we will generate renewed interest, additional showings, and the kind of buyer activity that leads to offers. The cost of not adjusting is continuing to sit on the market, which costs you [carrying costs per month] and makes the listing look stale to buyers. I would rather sell your home for [New Price] this month than for [even lower price] three months from now. What are your thoughts?
Pro Tips
Always come to price conversations with printed comparable sales data. Visual evidence is more convincing than verbal arguments.
Frame price reductions as "market corrections" rather than discounts — the language matters psychologically for sellers.
Show sellers the cost of overpricing: carrying costs (mortgage, taxes, insurance, utilities) multiplied by the additional months on market often exceed the proposed price reduction.
Use AI virtual staging results to demonstrate that marketing is strong — "the staging photos are generating great online traffic, so the issue is not exposure, it is price positioning."
Never say "I told you so" if a seller who rejected your initial pricing recommendation now needs a reduction. Focus on solutions, not blame.
For buyer price objections, always bring comparable data and focus on value relative to alternatives rather than absolute price.
Pair Scripts with Stunning Photos
Virtual staging transforms empty rooms into beautiful listings. Combine powerful scripts with professional-looking photos for maximum impact.
Frequently Asked Questions
How do I convince a seller to lower their price?
Lead with data, not opinions. Show comparable sales, competing active listings, showing feedback, and online traffic metrics. Calculate the carrying cost of staying on the market at the current price versus reducing now. Frame the reduction as a strategic move to attract a new pool of buyers rather than a concession. If your marketing includes virtual staging and professional photos, point out that the exposure is strong — the only variable left to adjust is price.
What if a seller still refuses to reduce the price?
Document your recommendation in writing and respect their decision. Continue marketing the property and provide weekly updates. Some sellers need time and additional market feedback before they accept a price adjustment. If the home sits without offers for an extended period, the data will eventually speak for itself. Never threaten to cancel the listing — this damages the relationship.
How do I handle a buyer who always thinks homes are overpriced?
Set clear expectations early by showing the buyer a comprehensive market analysis. Walk them through how homes are priced and what comparable sales data shows. If they consistently want to offer significantly below market value, have an honest conversation about whether their budget aligns with their expectations. Sometimes buyers need to adjust their criteria rather than their offer price.