Real Estate Agent Training & Support | The Perna Team
The Three Objections Killing Your Pipeline Right Now (And How We Help You Handle Them)
If you're a real estate agent in Metro Detroit right now, you're hearing the same objections I'm hearing. And if you don't have confident, data-backed responses? You're watching deals walk out the door.
Here's what's happening: buyers are paralyzed by rate anxiety. Sellers think their homes are worth more than the market says. And when appraisals come in low, deals are falling apart because agents don't know how to negotiate the gap.
(I've been doing this for 24 years, and I've seen every market cycle. But this environment? It requires specific skills and specific language that most agents just aren't using.)
At The Perna Team, we don't just give you a desk and a business card. We give you the exact scripts, strategies, and ongoing support to handle the objections that are costing you commissions right now.
Why Objection Handling Makes or Breaks Your Real Estate Career
Here's the truth that nobody tells you in real estate school: your job isn't to show houses or write contracts. Your job is to help people make decisions they're afraid to make.
Every objection is a buying signal wrapped in fear. When someone says "we want to wait for rates to drop," they're not saying "we don't want to buy a house." They're saying "we're scared of making the wrong financial decision."
The agents who crush it in this business? They know how to address that fear with confidence, data, and empathy. They don't push. They don't manipulate. They educate and guide.
And that's exactly what I teach every agent on our team—because it's what I've been doing successfully for over two decades across 8,000+ transactions.
The Three Objections You'll Master (With Our Support)
Objection #1: "We Want to Wait for Rates to Drop"
This is the biggest buyer objection in Metro Detroit right now. Every single agent is hearing it. But here's what most agents don't understand: rates and prices move in opposite directions.
When I work with agents on this objection, I teach them the math—real numbers that buyers can't argue with.
Because when you show someone that waiting for a 1% rate drop could cost them $40,000 in purchase price due to increased competition, suddenly "waiting" doesn't sound so smart anymore.
Here's what I teach:
The Framework: "I totally understand wanting to time this right—that's smart. But here's what we're seeing in Metro Detroit specifically: Every time rates drop even a quarter point, we get 15-20% more buyers competing for the same homes."
(And I've got the MLS data to back this up—we track this stuff religiously at The Perna Team because data wins conversations.)
The Math That Closes: "On a $400,000 home at 7%, your payment is about $2,661. If rates drop to 6% but prices go up 10% because of competition—which is exactly what happened in 2020-2021 in Birmingham and Bloomfield Hills—you're at $440,000 and your payment is $2,638. You saved $23/month but paid $40,000 more for the house."
The Closer: "Plus, you can refinance a rate. You can't refinance the purchase price. If we find the right house now in Franklin or Farmington Hills, you lock in today's price, and when rates drop? You refi and get the best of both worlds."
When agents on our team use this framework, they're converting rate-anxious buyers at 3x the market average.
Because it's not theory—it's math, it's data, and it's real Metro Detroit examples.
Objection #2: "We Want to List at $50k Over Market Value"
This one makes agents sweat. Because nobody wants to tell a seller their house isn't worth what Zillow says it's worth (and don't even get me started on Zillow estimates in Michigan—they're off by an average of 8-12% in our markets).
But here's the reality: overpriced listings sit, get stale, and end up selling for LESS than they would have at the right price. I've seen this play out literally thousands of times.
The problem is most agents either cave and take the overpriced listing (and then wonder why it won't sell), or they don't know how to have the pricing conversation with authority.
Here's what works:
Lead With Data, Not Opinion: "I love your optimism, and I want you to get every dollar your home is worth. So let me show you something that might surprise you. In Highland Township right now, homes priced within 5% of market value are selling in an average of 14 days at 99.1% of list price. Homes priced 10% or more over market? They're sitting for 67 days and selling at 94% of their original list price."
(These are our actual team stats—and we update them monthly so our agents always have fresh data.)
Show Them the Real Cost: "Here's what that looks like in real dollars: If your home is worth $400,000 and we list at $450,000, we'll likely sit for two months, then reduce to $425,000, sit another three weeks, and settle around $385,000. You'd net less than if we priced it right at $400,000 from day one."
Explain the Algorithm: "The buyers who are serious about your home at $400,000 won't even see it at $450,000—it's outside their search range in Zillow, Realtor.com, and Redfin. And by the time we get to the right price, the home looks 'stale' online and buyers wonder what's wrong with it."
Close With Confidence: "I'm not trying to talk you out of top dollar—I want you to GET top dollar. But we do that by pricing strategically to create competition, not by pricing high and hoping."
The agents on our team who use this framework? They're getting pricing authority from sellers in the first appointment. And their listings are selling faster and for more money because they're priced right from day one.
(I actually keep a portfolio of our over-ask sales to show sellers—nothing convinces someone like seeing 15 recent examples of homes that sold for $10k-$25k over ask because we priced them strategically.)
Objection #3: "The Appraisal Came in Low—We Need the Seller to Come Down"
This is where average agents lose deals and great agents save them. Because when an appraisal comes in low, there's usually a $10k-$30k gap that needs to get bridged—and if you don't know how to negotiate it, the deal dies.
Most agents just call the listing agent and say "appraisal came in low, your seller needs to drop the price." That's lazy. And it doesn't work.
Here's what I teach:
Step 1: Review the Appraisal Like You're the Listing Agent Look for errors.
Wrong square footage, missed comps, outdated comparables, anything you can challenge. We've gotten appraisals adjusted $15k-$30k just by catching mistakes and presenting better comps.
(I literally have a checklist I give agents for reviewing appraisals—most agents don't even know what to look for.)
Step 2: Come to the Table With Options, Not Demands
Here's the script I teach:
"Hey [listing agent], so we got the appraisal back and it came in at $385k on the $410k contract. I've reviewed it and [explain any specific concerns]. Before we talk about price, I want to make sure we're exploring every option here because my buyers really love this house and want to make it work.
Here's what I'm thinking: My buyers can bring an additional $10k to close. If your sellers could come down $10k, that puts us at $390k—we'd only have a $5k gap. Could they consider covering that $5k in closing costs, or could we split it?
The other option is we ask for a reappraisal with the comps I'm seeing at [specific streets in Auburn Hills or Clarkston], but that adds two weeks and uncertainty. What do you think makes the most sense?"
Why This Works: You're giving them a path to "yes" instead of just creating conflict. You're showing you've done the work. And you're acknowledging that both sides need to compromise.
The listing agent doesn't want to go back to square one with new showings and uncertainty. They want to close. When you give them a reasonable path forward, they'll work with you.
(Our team saves 73% of deals with low appraisals using this approach. Industry average is about 40%.)
What Sets The Perna Team's Training Apart
Look, there are a lot of real estate teams in Metro Detroit. But here's what you won't get anywhere else:
Weekly Live Role Play Sessions Every week, we practice real scenarios with real objections. You're not reading a script off a PowerPoint—you're actually saying the words, getting feedback, and doing it again until it feels natural. (Because when you're face-to-face with a buyer who wants to wait for rates, you don't have time to think. You need the words to come automatically.)
On-Demand Coaching When You Need It Got a seller who wants to overprice by $75k and your listing appointment is in two hours? Call me. Got an appraisal that came in $20k low and you don't know how to negotiate it? Call me. I'm not handing you a training manual and disappearing—I'm in the trenches with you.
Real Scripts That Work in Metro Detroit Not generic national scripts. Not theory from some coach who hasn't sold a house since 2008. Real language that works with Michigan buyers and sellers in 2025. In Birmingham. In Clarkston. In Highland Township. With the inventory we have and the rates we're dealing with.
Data and Market Insights Updated Weekly You'll always have the current numbers for our markets. Days on market. List-to-sale ratios. Average price per square foot by zip code. Interest rate trends. Because buyers and sellers are looking this stuff up online—if you don't have better data than they do, you're just a door-opener.
A Team That Actually Answers the Phone You know what's worse than not knowing how to handle an objection? Knowing you need help and not being able to reach anyone. I answer my phone. My team leaders answer their phones. We're here.
Who This Training Is For
You're a perfect fit if:
- You're tired of watching deals die because you didn't have the right response in the moment
- You're losing listings to agents who are pricing higher (even though you know they're wrong)
- You're working hard but your conversion rates are stuck
- You want to be part of a team that actually invests in your success
- You're coachable and you're willing to practice
This probably isn't for you if:
- You think you already know everything
- You're not willing to role play or practice (nobody gets good at this without reps)
- You're looking for a team that just gives you leads and leaves you alone
- You're not serious about growing your business
Agents Who Transformed Their Business
Sarah's Story (Birmingham/Bloomfield Hills Specialist)
Before: Sarah joined our team after three years of struggling as a solo agent. She was doing maybe 6-8 deals a year and constantly losing buyers to the "we want to wait" objection. Her confidence was shot.
The Problem: She didn't have a framework for handling rate objections. She'd try to convince buyers with emotion instead of data. And when they pushed back, she'd just say "okay, call me when you're ready" and lose them.
What We Did: We spent two weeks in role play sessions just on the rate objection. I gave her the exact math for different price points in her target markets. We practiced until she could deliver the framework without even thinking about it.
The Result: Within 90 days, Sarah closed 7 transactions—all buyers who had the rate objection initially. Her conversion rate went from 1.2% to 3.8%. Last year she did 34 deals and was our #2 producer. She just bought her first investment property.
(Her exact words: "I didn't know I could be this good at sales. I thought some people just had 'the gift.' Turns out it's just having the right words and the confidence to say them.")
Mike's Story (Highland Township/Clarkston Expert)
Before: Mike had been selling for 8 years but was stuck at a plateau. Doing 15-18 deals a year. Making decent money but working 70 hours a week and constantly stressed about his pipeline.
The Problem: He was taking overpriced listings because he didn't know how to have the pricing conversation. Then he'd spend months begging sellers to reduce while his marketing dollars went nowhere. His time was being wasted on listings that would never sell at the price.
What We Did: I showed him our data on overpriced listings. We practiced the pricing conversation until he had real authority. And I showed him our portfolio of over-ask sales to prove that pricing right actually gets sellers MORE money.
The Result: Mike stopped taking overpriced listings. His average days on market went from 58 days to 16 days. He went from 15-18 deals to 27 deals. His stress level dropped. His income went up 62%. And sellers started referring him to their friends because his listings actually sold.
(He recently told me: "I used to think taking any listing was good business. Now I know that taking the wrong listing costs me time, money, and reputation. The pricing conversation isn't hard anymore—it's just math.")
Frequently Asked Questions About Our Agent Training & Support
How much does this training cost?
If you're part of The Perna Team, all training and coaching is included. Zero additional cost. It's part of being on our team. (Because when you win, we all win.)
Do I have to attend every weekly role play session?
Not required, but strongly encouraged. The agents who show up consistently are the ones who see the biggest jumps in production. We schedule them at different times to accommodate different schedules.
What if I need help with an objection that's not one of these three?
Call me. We'll work through it. These are the three most common objections right now, but we coach on everything—buyer contingencies, difficult inspections, how to handle multiple offers, working with investors, you name it.
I'm experienced—is this training too basic for me?
Some of our top producers have been selling for 15-20 years. They still come to role plays. They still ask for coaching. Because markets change, buyer psychology changes, and there's always room to get better. (I've been doing this 24 years and I'm still learning new approaches.)
Can I get this training if I'm not on The Perna Team?
Currently, our weekly training and ongoing coaching is exclusive to team members. However, I occasionally do workshops for other brokerages. If you're interested in bringing me in for a training session with your office, reach out and we can talk about it.
What if I'm new to real estate?
Perfect. This is exactly when you need this training most. New agents who learn these frameworks from day one have a massive advantage. They don't develop bad habits. They don't learn ineffective scripts. They start with what actually works.
How long until I see results?
Most agents see improvement within 30 days. You'll feel more confident in appointments within a week or two. The real transformation happens around the 90-day mark when the frameworks become second nature.
What markets do you cover in Metro Detroit?
Our agents work throughout Metro Detroit, with heavy focus on Birmingham, Bloomfield Hills, Franklin, Farmington Hills, Auburn Hills, Clarkston, Highland Township, Troy, Hazel Park, Groveland Township, and surrounding communities. If it's in Metro Detroit, we've got the market data and local expertise.
Do you help with buyer objections AND seller objections?
Absolutely. The three objections in this page are just the most common we're seeing right now. We coach on everything—buyer objections, seller objections, negotiation tactics, difficult personalities, transaction management, you name it.
What if I'm part-time or just getting started?
We have agents at every production level. Part-time agents who do 4-6 deals a year. Full-time agents doing 30-40. The training scales to wherever you are. And honestly, part-time agents might benefit most because every deal matters more when you're only doing a few per year.
Voice Search Optimized Q&A
How do I respond when buyers want to wait for interest rates to drop?
Show them the math: rates and prices move in opposite directions. When rates drop, competition increases and prices rise. A buyer waiting for a 1% rate drop could pay $30,000-$40,000 more due to bidding wars, erasing any payment savings. Emphasize they can refinance a rate but can't refinance a purchase price.
What do I say when a seller wants to overprice their home?
Use market data, not opinion. Show them that homes priced within 5% of market value in Metro Detroit sell in 14 days at 99.1% of list price, while overpriced homes sit for 60+ days and sell for less. Explain that buyers searching at $400k won't see a $450k listing, and by the time the price drops, the listing looks stale.
How do I negotiate a low appraisal?
First, review the appraisal for errors—wrong square footage, missed comps, outdated data. Then present options, not demands: propose splitting the difference between buyer additional cash and seller price reduction, with closing cost credits to bridge any remaining gap. Give the listing agent a path to yes rather than forcing confrontation.
What's the best real estate agent training in Metro Detroit?
Look for training that provides real scripts from active agents, weekly live role play sessions, on-demand coaching for live situations, and current local market data. The Perna Team offers all of this to agents, with 24+ years of experience and 8,000+ transactions worth of proven frameworks.
How do I handle objections as a new real estate agent?
Learn proven frameworks from experienced agents rather than trying to figure it out yourself. Practice through role play until responses feel natural. Use data and local market statistics instead of trying to convince with emotion. Having the right language and confidence makes all the difference.
Why are my real estate listings not selling?
The most common reason listings sit is incorrect pricing. Homes priced more than 5-7% over market value in Metro Detroit average 60+ days on market and sell for less than properly priced homes. Other factors include poor marketing, incorrect target buyer positioning, or weak negotiation skills when offers come in.
How can I close more real estate deals in Michigan?
Master the three most common objections: rate anxiety, pricing disagreements, and low appraisals. Use data-driven responses, practice through role play, and have frameworks prepared before appointments. Agents who can confidently address buyer and seller fears convert at 2-3x the rate of agents without these skills.
Ready to Stop Losing Deals to Objections You Could Handle?
Look, you can keep doing what you're doing. Keep losing buyers who want to wait for rates. Keep taking overpriced listings that won't sell. Keep watching deals fall apart at appraisal because you don't know how to negotiate the gap.
Or you can learn the exact frameworks that are working for our agents right now—agents who are closing deals while everyone else is complaining about the market.
Here's what I'm offering:
Call me at 248-886-4450 and let's talk about the specific objections you're facing. No sales pitch. No pressure. Just a conversation about what's not working in your business and how we can fix it.
Or join us for one of our weekly role play sessions. Come see how we train. Practice the frameworks. Get feedback. Zero obligation. If it's valuable, great. If not, you spent an hour and learned something.
The agents who are crushing it in this market aren't smarter than you. They're not more talented. They're not working harder. They just have better frameworks and they've practiced them enough that they can deliver them with confidence when it matters.
You can have that too.
Michael Perna
The Perna Team
248-886-4450
michaelperna@pernateam.com
24+ years of experience | 8,000+ transactions | Michigan Real Estate License #309650
Serving Metro Detroit: Birmingham, Bloomfield Hills, Franklin, Farmington Hills, Auburn Hills, Clarkston, Highland Township, Troy, and surrounding communities
P.S. - If you're reading this and thinking "I need this but I'm not ready to join a new team," I get it. Call anyway. Let's talk about what you're dealing with. Sometimes a 15-minute conversation can give you the exact framework you need for that listing appointment tomorrow or that buyer who keeps saying they want to wait. No strings attached.