① TL;DR
Every objection has a Richard-tested rebuttal. Pull this up mid-call — find the matching objection, read the rebuttal, keep moving.
② When to use
- Agent or seller pushes back during pitch or follow-up
- Use as a fast lookup, not a script to recite verbatim
③ How to run this play (step-by-step)
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Identify which objection you're getting
Listen for the exact phrasing. Map it to one of the 7 below. If it doesn't fit, ask: 'Can you tell me a bit more about that?'
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Pause before responding
Don't rush the rebuttal. A 2-second pause signals you're considering it, not reading a script.
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Tap the matching objection card → copy the rebuttal
The cards below have Richard's actual rebuttals. Read calmly, in your own voice.
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End the rebuttal with a question
Don't lecture. After delivering the rebuttal, ask: 'Does that make sense?' or 'Would it be worth a 10-minute conversation with your seller about this?'
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If they're still firm — concede gracefully
Don't burn the bridge. 'I get it — appreciate your time. If anything changes, you've got my number.' Many of these come back in 30-60 days.
⑤ The live call (when they pick up)
"I hear you on the rate. But here's the thing — if you look at the
all-in number on an offer of $[asking + premium], the effective rate
when you account for the premium over asking is more like 8 or 9%.
The 0% on the note is just how we structure it — the premium pays
the interest.
So in a typical mortgage at today's rates, on a [asking] property,
you'd be making interest on [asking] at 7%. With our structure, you're
making interest on [asking + 10%] at an effective 8-9%. You come out
ahead.
Want me to break down the math?"
⑦ Top objections for this play
"Seller wants cash only"
"I totally understand — and that's exactly what a lot of sellers say
when they haven't been walked through the math yet.
The question is: what's more important to them — how they get paid,
or what they get paid? Because with this structure, they get [asking + 10%]
plus a multi-five or multi-six-figure down payment up front to use
toward their next property. That's more than any cash buyer is going
to offer right now.
Would it be worth a 10-minute conversation so they can hear the full
picture and make an informed decision?"
"We have other offers"
"That's great to hear — I hope one of them works out for your seller.
Out of curiosity, are they conventional? Because I'd love to know how
they're clearing DSCR at 7.25% on this one. If they're house-hackers,
that changes things — but if they're investors, they're going to hit
the same wall.
Our offer is [price + 10%] — above asking. The structure's different,
but the number isn't."
"Can you get a lower rate?"
"I wish — rates are what they are. The math just doesn't work at 7.25%
for this property at this price, even with a rate buydown. That's why
the structure has to change, not the rate."
"The interest rate is too low" / "2% is ridiculous"
"I hear you on the rate. But here's the thing — if you look at the
all-in number on an offer of $[asking + premium], the effective rate
when you account for the premium over asking is more like 8 or 9%.
The 0% on the note is just how we structure it — the premium pays
the interest.
So in a typical mortgage at today's rates, on a [asking] property,
you'd be making interest on [asking] at 7%. With our structure, you're
making interest on [asking + 10%] at an effective 8-9%. You come out
ahead.
Want me to break down the math?"
"What if you stop paying and walk away?"
"You're right to ask about that — the quitclaim deed is actually
structured to protect YOU, not me. If we miss payments, the property
reverts back to your client. Meanwhile, they've kept the down payment
and every monthly payment we've made up to that point.
We're not walking away — we have skin in the game. The down payment
is real money. The monthly payments come from the tenants we place.
This isn't a 'buy nothing down and disappear' scheme — your client
keeps the property as collateral, and we're underwriting carefully
because if we lose the property, we lose our down payment too."
"IRS requires interest — 0% isn't legal"
"That's a common misconception — and it's worth clearing up, because
I've heard it before. The IRS has an Applicable Federal Rate — a minimum
imputed rate — but that only triggers for loans over a certain threshold
and it's currently under 5%. More importantly, it's the seller's
accountant's job to handle imputed interest on their return if it
applies. It doesn't make the deal illegal or the contract void.
Happy to have our title company or a real estate attorney walk through
it with them if that helps."
"I'm too busy to look at it right now"
"I get it — totally. Tell you what: I'll re-forward you the terms at
the top of the email and include the contract on top of that. Look at
it whenever you have a minute. No rush.
I'm not driving by properties, my company sends out about a thousand
texts per day — I'm having conversations like this back to back. So
you don't need to feel rushed. But the property's been on market
[DOM] days, so if it stays there another couple weeks, I'd love to
revisit. Sound fair?"