"I'm waiting for more inventory to come on the market"

This objection is common when buyers feel the current selection of homes isn’t quite right for them, or they believe waiting will give them more options or better deals. The key here is to get them engaged now while positioning yourself as someone who can help them find exactly what they need, even in a tight market.

Underlying Concerns:

• The prospect may think that waiting will result in a larger or better selection of properties.
• They might be hesitant to make a quick decision or feel they haven’t found “the one” yet.
• They could believe that timing the market will result in a better price or avoid bidding wars.

How to Tackle This Objection:

1. Acknowledge that the market can feel limited but explain why waiting could work against them.
2. Reassure them that even in a low-inventory market, there are great opportunities, and properties that fit their needs do exist.
3. Emphasize your role in finding off-market or upcoming listings that may not be publicly available yet.
4. Create urgency by reminding them that waiting too long can cause them to miss out on great properties or face rising prices.

Sample Response:

Prospect: "I'm waiting for more inventory to come on the market."

You: "I totally understand! It feels like there aren’t as many options right now, but the truth is, in this market, waiting could actually mean missing out on some great opportunities."

• "What we’re seeing is that many of the best homes are getting snapped up quickly, even with low inventory. And while new listings do come up, they tend to move fast—so being in the market early gives you an edge over other buyers."

• "I specialize in helping my clients find the right home, even when inventory is tight. We also have access to off-market listings or homes that are about to come onto the market, which you wouldn’t see on the regular real estate sites."

Prospect: "But I feel like waiting a little longer might give me more options."

You: "That’s totally fair. It can feel tempting to wait, but keep in mind that by the time more homes hit the market, there could also be more competition, which might drive prices up. Right now, you’re in a position to take advantage of what’s available without getting into bidding wars."

• "Would it help if I sent you a curated list of properties that aren’t even on the market yet? That way, you can see some exclusive options and get a head start. And if nothing feels right just yet, I can keep you in the loop as soon as something that fits your criteria becomes available."

Probing Questions to Engage the Prospect:

• "What kind of property are you looking for? Maybe there’s something that just came up that could be a good fit for you."
• "Are there certain features or neighborhoods you’re waiting for more inventory in? I might have some upcoming listings in those areas."
• "How soon are you looking to move? If you’re flexible, we could explore some properties now and see if something aligns with your timeline."

Call to Action:

Offer something of value right away—like a curated list of properties, or an invitation to view some off-market homes—while keeping it low-pressure.

Example:
"Why don’t we set up a quick meeting so I can show you some options that haven’t hit the market yet? This way, you can see what’s out there now, and if nothing feels right, you’ll be the first to know when new properties come up that match what you’re looking for. Does that sound good?"

Key Points to Emphasize:

• Exclusive Access: Mention off-market or soon-to-be-listed properties that the prospect wouldn’t find on public platforms.
• Competition & Rising Prices: Explain that waiting could increase competition and lead to higher prices when more homes do come on the market.
• Timely Opportunity: Create a sense of urgency by reminding them that great properties are available now, and they could miss out if they wait too long.
• Personalized Service: Position yourself as someone who can help them navigate the market and find properties quickly, even if the current inventory feels limited.

By positioning yourself as a problem solver who has access to exclusive properties and providing logical reasons why waiting might not be the best strategy, you’ll build trust and encourage them to take action sooner rather than later.