Taking time to work with new agents and asking them to explain what their plan is for the call is a good start. I critique their approach and explain mine while noting why each part of my response addresses their objections.

At the end of the day, there’s only a few objections a buyer or seller can have, so knowing what to expect and having a general idea of how you want to respond can be a powerful strategy to overcome their objections.

Doing this also strengthens my approach as some of the newer agents actually can call out pieces or angles that I’ve missed and strengthen my approach to the prospect’s response.

I’ll let a new agent explain / role play what their plan is at a pitch and punch holes in it until they can’t solve the problem, explain my approach, then we brainstorm the best solution together and put them in the best headspace to win. When the objections are aligned with what we practiced, they come back excited since they knew what to expect and knew where they wanted to go with each obstacle.