‘Waiting For The Market To Recover’? A Better Way To Handle Objections

Since the NAR commission suit settlement, buyer agents have faced new rules, new documents and a new normal. This month, Inman drills down on Today’s Buyers Agent with the fresh marketing strategies, skills and tools buyer agents are using to prosper in changing times.

Let’s talk about one of the most common phrases I hear from agents lately: “My clients say they’re going to wait until the market recovers.”

Sound familiar?

It’s an easy thing for buyers or sellers to say. But let’s pull the curtain back a little — because when someone says, “We’re waiting for the market to get better,” they’re often not talking about real estate at all. They’re talking about fear. About uncertainty. About wanting guarantees in a world that’s anything but predictable.

The problem is, they’re trying to drive with one foot on the gas and one on the brake.

And your job? It’s not just about selling homes — it’s about helping people get unstuck.

‘We’re waiting for the market to recover’

But what does that even mean?

This came up in a coaching call recently. I said, “Recover from what? A bad breakup? The sniffles?” We all laughed, but the truth underneath that joke is important: Recovery is vague — and vagueness keeps people stalled.

Is your client waiting for rates to drop? Prices to rise? Inflation to ease? Political changes? A cosmic sign?

It’s like standing on the shore, waiting for the “perfect wave,” but the tide keeps shifting. If you wait too long, the opportunity passes.

That’s why one of the best things you can do in these moments is ask a question that shifts the conversation from external uncertainty to internal clarity.

Flip the focus: From market conditions to life decisions

Try this with a client:

“Are you committed to waiting for interest rates, or are you committed to making the move that supports your life goals?”

That one question changes everything.

It’s like switching the lens from a telescope (always scanning the horizon) to a mirror (what do I want?). It gets people out of waiting mode and into decision mode.

For a buyer renting or living with family:

“Are you committed to renting for another year, or are you ready to step into the next chapter of your life as a homeowner?”

You’re not pressuring. You’re coaching. You’re helping them reconnect with what they can control — their decisions, not the market’s whims.

Because here’s the truth …

The market will shift. Rates will rise and fall. Inventory will tighten and loosen. That’s the nature of the business.

But if your clients are waiting for all the stars to align before they act, they’ll be standing still while others move forward.

Imagine someone sitting in a car, engine running, GPS ready, but refusing to hit the road until every light on the highway turns green. It’s not realistic, and it’s not necessary.

You serve the committed

Let me be clear: Not everyone is ready to move. And that’s OK.

Some sellers will say, “If I get my price, I’ll sell,” but deep down, they’re just testing the waters. There’s no urgency, no vision, no commitment. You can’t coach someone who isn’t ready to play.

You serve the ones who are ready to take that next step, even when it feels a little uncomfortable.

Your role is to help them move from Point A to Point B, not just physically, but emotionally and mentally. And that means bringing empathy, clarity and courage to the table.

Try these conversation starters:

When someone says, “We’re waiting for the market to improve,” try asking:

• “What would ‘recovered’ look like for you?”
• “How will you know when it’s the right time?”
• “What’s more important to you — external timing or personal progress?”
• “What would moving now make possible in your life?”

We teach agents to lead conversations, not chase them. To guide with heart. To stop selling and start serving.

Because at the end of the day, this business isn’t just about keys and contracts; it’s about people and possibilities.

And if you’re reading this thinking, “Yes, but I’m feeling the weight too,” let me say this: You’re not alone. These are challenging times. But they’re also full of opportunity, especially for agents who know how to help clients cut through the noise and make decisions that serve their future.

You’re not just in real estate. You’re in the business of transformation. Keep leading with questions. Keep listening. And keep helping people move forward — one thoughtful conversation at a time.

Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube.