They Ask, You Answer for Real Estate: Handling Seller Objections about Renovating
Agents hear it all the time: “It costs too much. It’ll take forever. We’ll just sell as-is.”
These seller objections are natural, but they often stop homeowners from achieving the best result at sale. By borrowing from Marcus Sheridan’s They Ask, You Answer approach — anticipating every objection and answering it transparently — you can turn hesitation into action.
This guide arms you with scripts, rebuttals, and compliance references you can use in Canberra listing meetings to educate sellers, build trust, and win more profitable instructions.
Why objections matter in Canberra’s property market
- Canberra buyers are savvy and compare finishes across suburbs.
- Homes sold “as-is” often sit longer on the market and attract lower offers.
- ACT property compliance rules mean owners worry about legal risk if they renovate.
Agents who can handle objections confidently — with facts, not fluff — become the trusted advisors sellers rely on.
Common Seller Objections (and Scripts You Can Use)
Objection 1: “I can’t afford to renovate before I sell.”
Agent answer:
“You don’t need upfront cash. We partner with renovation specialists who fund the work and are repaid at settlement.”
Script:
“I completely understand. With Your Property Profits, renovations can be funded upfront and paid back at settlement. That means no financial stress now, and you still enjoy the uplift in your sale price. For example, a $30k kitchen refresh in Belconnen recently helped return $70k at sale — with no upfront spend from the owner.”
Objection 2: “It will take too long and delay our sale.”
Agent answer:
“Most high-impact projects take 4–6 weeks, often less than expected.”
Script:
“Good point. Our short-scope projects — paint, lighting, bathroom refresh — are designed to be completed in about a month. That’s a small delay that can make a huge difference in buyer competition and your final result.”
Objection 3: “What if the work isn’t up to standard?”
Agent answer:
“All trades are licensed and provide compliance certificates.”
Script:
“I know horror stories are common. That’s why we only work with licensed tradespeople, and every job comes with compliance certificates for electrical, plumbing and waterproofing. It’s a legal safeguard for you and future buyers.”
Objection 4: “What if the renovations don’t actually increase the price?”
Agent answer:
“We only recommend upgrades with proven ROI, backed by local comps.”
Script:
“We don’t suggest renovations just for the sake of it. Kitchens, bathrooms, fresh paint, and street appeal consistently deliver higher buyer interest and stronger offers in Canberra. We can show you comparable local sales to demonstrate the uplift.”
Objection 5: “Will renovating reduce our negotiation leverage?”
Agent answer:
“The opposite. Move-in-ready homes attract more bidders and stronger offers.”
Script:
“A renovated home draws more buyers, which means more competition and better leverage when offers land on the table. You’re not losing leverage — you’re creating it.”
A Compliance & Safety Reassurance Toolkit
Sellers often ask about permits and approvals. Agents should be ready with clear answers:
- Building approvals (BAs/ DAs): Certain works require approval through
Access Canberra; always check if structural changes are involved.
- Trade licensing: Electrical, plumbing, and waterproofing must be performed by licensed professionals (WorkSafe ACT).
- Nature strips & curb appeal: If work touches the verge,
City Services ACT regulations apply.
- Energy efficiency upgrades: Efficiency improvements like double glazing may qualify for ACT sustainability programs — see Energy.gov.au.
Mini Case Study Example (for listing meetings)
- Property:
3-bed home in Woden.
- Scope: Kitchen facelift, bathroom reseal, internal repaint.
- Budget: $35,000 (funded upfront).
- Timeline:
5 weeks.
- Outcome:
Sold $82,000 above initial appraisal.
How to Use They Ask, You Answer in Real Estate
- Pre-empt the objections:
Have your scripts ready in vendor meetings.
- Publish FAQs on your agency site that sellers can read before listing.
- Share case studies:
Sellers believe numbers and photos, not just words.
- Offer transparency: Provide compliance paperwork and contracts upfront.
Agents who answer seller objections honestly build trust — and trust is what wins listings.
FAQs
Do sellers have to pay upfront for renovations?
No. Your Property Profits funds projects upfront and is repaid at settlement.
How long do pre-sale renovations take in Canberra?
Most targeted projects take 4–6 weeks, with flexible packages for quicker turnarounds.
What approvals are needed for pre-sale renovations?
Some works require building approvals through Access Canberra. Structural and major changes will need approval.
Are trades licensed and insured?
Yes, all trades are licensed, insured, and provide compliance certificates.
What renovations add the most value?
In Canberra, kitchens, bathrooms, fresh paint, and curb appeal upgrades are consistently high-return.
