Objections

How to answer a seller's question about my track record

When a seller asks about your track record, he or she is looking for reassurance that you are competent and reliable. You need to provide an honest, confident answer that addresses his or her underlying concern about risk, whether you have many deals or are just starting out.

November 1, 2026 · 3 min read

Understanding the seller's real concern

When a seller asks about your track record, he or she is not just curious about how many houses you have bought. He or she is assessing your trustworthiness and capability. The underlying questions are: 'Can I trust you to close?', 'Are you going to waste my time?', and 'Do you know what you are doing?'

Address these core concerns directly with honesty and confidence, rather than just reciting a list of past deals. Reassure him or her that you are serious and capable of getting the deal done.

If you have a track record: be specific

If you have successfully closed deals, share relevant, brief examples. Instead of saying 'I've done a lot of deals,' say 'Last month, we closed on a property similar to yours on Elm Street in just 14 days, and the seller was happy with the smooth process.' Focus on the benefits to the seller: speed, certainty, and a simple process.

Mention how you handled challenges, if appropriate, to show your problem-solving skills. Do not overshare, just enough to instill confidence in your capabilities.

If you are newer: focus on your process and team

If you are newer to the business and do not have a long list of closed deals, be honest but confident. You might say, 'While I'm building my portfolio, my focus is on ensuring a transparent and efficient process for every seller. I work with an experienced team of title companies, attorneys, and transactional lenders who specialize in quick cash closings.'

Highlight your dedication to providing a seamless experience, even if you are not personally an industry veteran. Emphasize that your commitment is to solve his or her problem with the property.

Highlighting your commitment and professionalism

Regardless of your experience level, emphasize your commitment to ethical dealings and professionalism. Explain your process clearly, from offer to closing, so the seller understands what to expect. This demonstrates that you are organized and serious.

You can say, 'My goal is to make this process as simple and stress-free as possible for you. We handle all the paperwork and closing costs, and we can close on your timeline.' Focus on his or her needs, not just your own experience.

Turning the focus back to the seller's needs

After briefly addressing your track record or process, immediately pivot back to the seller. Ask, 'What are your biggest concerns about selling right now?' or 'What does a successful sale look like for you?' This shows that his or her situation is your priority.

By focusing on his or her motivation and needs, you demonstrate that you are there to help him or her, not just to buy another house. This builds rapport and trust, which is more important than a long list of past deals for many sellers.

Do not lie or exaggerate

Never lie or exaggerate your experience. Sellers can often sense dishonesty, and it will destroy any trust you are trying to build. It is better to be truthful and confident in your current capabilities than to be caught in a fabrication.

Falsifying information can also have serious repercussions down the line. Build your business on integrity from day one.

Questions people ask

What if I've only done one deal?

State that you have successfully closed a deal and that you are focused on providing a smooth process for every seller. You can briefly mention the positive outcome of that one deal.

Should I mention my partners' experience?

Yes, if you work with experienced partners, mentors, or a strong team (title company, attorney), you can leverage their expertise. Say, 'I work closely with seasoned investors and a professional closing team to ensure every deal goes smoothly.'

What if the seller asks for references?

You can offer to provide references from your professional network, such as your title company or attorney, who can vouch for your commitment and professionalism in closing deals. Do not provide personal seller references unless you have explicit permission.

Can I say I'm backed by investors?

Yes, you can say you have access to capital from private investors or a network of buyers ready to close quickly. This reassures the seller of your financial capability to purchase his or her property. This is not financial advice.