Andy Elliot Objections Practice Test

Handling a client who has had a negative prior agent experience starts with addressing trust and risk directly. First, acknowledge the past and validate their feelings rather than brushing it aside. Then differentiate your approach by clearly explaining what sets you apart, how you work, and how your philosophy will guide every step. Next, outline your process so they know what to expect, including timelines, milestones, communication cadence, and decision points. Finally, reassure them with concrete evidence of results—case studies, testimonials, and metrics from recent transactions—to show that similar concerns were resolved for others and how outcomes were achieved. Taken together, this approach reduces perceived risk, builds transparency, and creates a foundation for a productive relationship. Dismissing concerns, pushing forward, offering a price drop without a plan, or avoiding past experiences won’t address the client’s fears and may undermine trust.