Instead of jumping to an answer to an objection, follow a process first. First, anticipate and prepare for objections. Most objections in real estate are known so you should never be surprised. Divulge weakness early and bring up the objection first. The P.A.I.D. process: Pause, Acknowledge, Isolate and Discover. Pause, the most important first step. Avoid the push-back response and let the customer deal with it first. Agent demonstrations of pausing after all of his buyer’s objections. Finally they start answering their own concerns! This is great.