Objections

How to respond when a seller says 'I'm waiting for the market to go up'

When a seller tells you he or she is waiting for the market to go up, acknowledge his or her perspective without agreeing to it. Shift the conversation back to his or her current situation and timeline.

October 29, 2026 · 3 min read

Acknowledge, then pivot

Start by acknowledging the seller's thought. You might say, "I understand; many people are watching the market right now." This validates his or her feeling without debating the market's future.

Immediately pivot back to his or her specific situation. "However, you reached out to me about selling your property at [address]. What specifically prompted you to consider selling at this time?" This refocuses on his or her motivation, which is what you are there to uncover.

Focus on the seller's current problem

The core of any motivated seller lead is a problem that needs solving. If he or she is waiting for the market to go up, it implies he or she either does not have an urgent problem, or he or she believes the market will solve it.

Ask clarifying questions about his or her current circumstances: "What is happening with the property now that makes you consider selling?" or "What would be ideal for you regarding the property in the next few months?" This helps uncover any underlying urgency that the market might not address.

Discuss the cost of waiting

While you cannot predict market movements, you can discuss the concrete costs of holding onto a property. These can include ongoing property taxes, insurance, maintenance, and potential repairs.

You might say, "While waiting could potentially mean a higher price later, what are the costs of holding onto the property for another six months or a year?" This frames the decision in terms of immediate financial impact, which might be more tangible than a speculative market increase.

Offer a flexible timeline solution

Sometimes, a seller's desire to wait is really a need for a flexible closing timeline. He or she might want to wait for the market to go up because he or she needs time to find a new place or sort out other affairs.

You could offer, "We can work on a flexible closing schedule if that helps. Is there a particular timeframe that would make selling easier for you?" This addresses his or her practical needs, which might be more pressing than market speculation.

Maintain rapport, even without a deal

If, after these discussions, the seller still insists on waiting, respect his or her decision. Do not pressure him or her or act dismissive. Maintain a positive relationship.

Say, "I understand. If your situation or timeframe changes, please do not hesitate to reach back out. I am here to help when you are ready." This keeps the door open for future engagement, as situations often evolve. This is not legal, tax, or financial advice. Always act according to local regulations and best practices.

Questions people ask

Should I tell them the market might not go up?

Avoid speculating on market trends. Focus on the seller's current needs and the tangible costs of holding the property, as these are within his or her control and relevant to his or her situation.

What if they really just want to wait?

If a seller genuinely wants to wait and has no immediate need to sell, respect that decision. Note it for future follow-up, as circumstances can change over time.

Can I still follow up with this seller?

Yes, if he or she agrees to it. Acknowledge his or her choice to wait, then ask if it is okay for you to check in periodically. His or her motivation or situation might shift later.