How to Respond When Buyers Say, "We're Holding Off"

You've been working with a buyer, showing them homes, and suddenly they hit you with:

"I wanted to update you. I have been advised by a friend to hold off on buying. We feel the market is about to adjust."

Sound familiar? This is one of the most common objections real estate agents face, and it usually boils down to two things: fear and the search for a great deal. Let’s break it down and talk about how to handle it like a pro.

Fear: Buyers Don’t Want to Overpay

The biggest fear driving this hesitation? The idea that if they buy now, prices might drop, and they’ll feel like they overpaid. Nobody wants to hear "I told you so" from a friend or family member who predicted a market crash. The news, social media, and self-proclaimed market experts only add fuel to this fear.

So, how do you respond? You acknowledge their concern, reframe their mindset, and keep them engaged in the process.

What to Say:

"I completely understand that you don’t want to overpay or miss out on a better deal. The truth is, there’s never a perfect time to buy, but there’s always a good time to be looking. Investors are always looking for opportunities, and I think we should do the same. Let’s keep searching like investors—staying active, being selective, and only moving forward when we find a great deal. How does that sound?"

This shifts the conversation away from the fear of overpaying and into a mindset of opportunity. It also keeps them engaged in the process rather than completely stepping away from the market.

Finding the Right Home Changes Everything

Buyers often feel hesitant until they find the one. Once they walk into a home that checks all their boxes, hesitation fades, and action takes over. Your job is to keep them looking, guide them toward smart choices, and when the time is right—put on your negotiator’s hat and get them the best deal possible.

Objections like this are just part of the business, but they don’t have to be deal-killers. Acknowledge their fears, shift their mindset, and keep them engaged in the search. The right home at the right price will always be the deciding factor.

Want a proven strategy to win more buyers over? Get a copy of The 19-Point Marketing Plan and start closing deals with confidence! Call or text 855-935-MORE to request your copy today.