An objection isn't a no. It's a request for information delivered impatiently. Here are twelve, with responses that keep the door open.
1. "I want [retail price]."
"That's a fair number if the house were fixed up and you had four months. What I'm offering is different — cash, two weeks, as-is, nothing out of your pocket. Can I ask what you'd do if it sat for six months?"
2. "I'll just list it with an agent."
"Honestly, if it's in decent shape, an agent will beat my number and you should do that. Where I usually win is when someone doesn't want to fix it, clean it, or deal with showings. Which situation is yours?"
3. "I need to think about it."
"Of course. What specifically do you want to think through — the price, or the timing? I might be able to answer it right now."
4. "I need to talk to my [spouse / brother / kids]."
"Makes sense. Rather than me playing telephone, when could the two of you get on a call together? I'll work around it."
5. "How did you get my information?"
"Public records — the county publishes property ownership. I look at properties in [area] and reach out directly. If you'd rather not hear from me again, I'll take you off my list right now."
6. "Are you going to just flip it?"
"Probably, or I'll bring in a partner who does the renovation. That's how I can pay cash and take it as-is — I'm buying the problem, not a finished house."
7. "I have someone else offering more."
"Good — you should take it if they close. Can I ask what their number is and when they said they'd close? A lot of higher offers come with financing that falls apart. If it does, I'd like to be the call you make."
8. "The house doesn't need that much work."
"You might be right, and I'd rather see it than guess. Can I walk it Thursday? If it's in better shape than I assumed, my number goes up."
9. "Your offer is insulting."
"I get that, and I'm not trying to insult you. Let me show you how I got there — [walk through repairs]. If any of those numbers are wrong, tell me and I'll adjust."
10. "I'm not selling."
"Understood — I won't push. Can I ask, is that a 'not ever' or a 'not right now'? If it's the second, when would be a better time to check back?"
11. "Send me your offer in writing."
"Happy to, and I'll do it today. So it's a real number and not a guess — tell me about the roof and the HVAC first."
12. "How do I know you'll actually close?"
"Fair question. I close through [title company] — you can call them. And I'll structure it so my earnest money goes hard after the inspection period, meaning if I don't close, you keep it. Does that help?"
The two rules underneath all of them
Agree before you redirect. "That's fair", "you might be right", "I get that" — then the information. Arguing with a seller has never once produced a contract.
End with a question. Every response above hands the conversation back. A response that ends in a period ends the call; a response that ends in a question keeps it alive.
The follow-up is the actual close
Most wholesale deals do not close on call one. Log the objection, set a callback for 21 days, and call. When the listing expires, the other buyer flakes, or the deadline gets nearer, the person who left the door open politely is the one who gets the deal.