When a buyer starts pointing out what they don’t like — the carpet, the wallpaper, the kitchen — it can feel a bit personal. But here’s the golden rule: don’t get defensive — get curious.

Remember your ABCs: Always Be Conversational. If a buyer is giving you feedback, they’re engaged — and that’s a good thing. Ask open questions like, “What would you change?” or “What sort of updates were you thinking?” You’re not just listening — you’re learning what’s holding them back from making an offer.

It’s all about empathy. Try something like:

“We actually considered updating the kitchen before listing, but we realised everyone has different priorities. Some buyers want gas cooking, others want an open layout… So we priced the home to give the next owner the flexibility to do what suits them.”

This kind of response shows you’re reasonable and transparent — not defensive. It reframes the objection as a value-add. And often, once a buyer feels heard and understood, they’re more comfortable moving forward.

Objections aren’t deal-breakers — they’re just openings for honest conversation.