Below are the most frequent objections you’ll hear — and how to turn each one into a productive, trust-building conversation.

1️⃣ “We’re not ready yet.”

Agree and empathize:

“I completely understand. There’s a lot going on right now.”

Then ask:

“Would it be helpful if I shared a simple timeline showing what most families do in the first few months after receiving authority?”

You’re shifting from pressure to service — offering guidance without pushing.

2️⃣ “Our attorney is handling everything.”

Acknowledge their trust:

“That’s great — having a strong attorney makes the process smoother.”

Then ask:

“Has your attorney recommended how you’ll handle the property side yet? I can coordinate directly with them to make things easier for you.”

You show respect for the attorney while subtly positioning yourself as a valuable part of the team.

3️⃣ “We don’t want to list until probate is finished.”

Show understanding:

“That makes sense. It can feel safer to wait.”

Then clarify gently:

“Would you like me to walk you through how most estates sell before probate is closed — so you don’t lose time or value?”

You’re opening a door to education, not argument.

4️⃣ “I’m not sure we’ll sell — we might keep it.”

Agree and add curiosity:

“That’s completely reasonable. Many families explore both options.”

Then explore:

“Would you like me to help you estimate what the property might sell for, so you can make an informed decision either way?”

Now you’re helping them think clearly, not forcing a commitment.

5️⃣ “We already have an agent we’ve worked with before.”

Show respect and stay open:

“That’s great — loyalty is important.”

Then pivot:

“Would you be open to a quick chat about how probate sales differ from standard listings? I can share some things that even experienced agents sometimes overlook.”

You’re not attacking their relationship — you’re offering insight.