Exactly What to Say® When a Buyer Says, “I Think the Market Will Crash”
- Kara Moll
- Jul 10
- 5 min read
You’re at an open house, chatting with a buyer who’s excited about a property, their eyes scanning the sleek kitchen counters. Or maybe you’re on a Zoom call, walking them through their dream home’s listing.
They’re all in—until they lean in and say, “I’m worried the market’s going to crash—what if I buy now and lose everything?”
Your heart skips a beat. It’s a moment that could derail the deal, but it’s also your chance to shine.
With the right objection handling for realtors, you can turn this fear into a bridge to trust and close the sale.
Drawing from my Exactly What to Say® training and 20+ years in real estate, I’m sharing five real estate sales techniques to handle the “market crash” objection with confidence.
These objection handling tips will equip you with proven, ready-to-use strategies to ease buyer fears, build trust, and keep deals moving forward, no matter the market conditions.
Why Buyers Fear a Market Crash
Buyers often raise the “market crash” objection because of doomsday headlines, social media chatter, or memories of tough economic times.
This isn’t just about money—it’s about their dreams, stability, and future.
Effective objection handling for realtors means addressing these emotions with empathy and clarity. Here’s why tackling this objection is key:
Builds Trust: Acknowledging their concerns shows you’re on their side, not just pushing a sale.
Shifts Mindset: Reframing fears with facts or questions helps buyers see the bigger picture.
Keeps Deals Alive: Overcoming objections prevents conversations from stalling, moving you closer to closing.
Here are five strategies to say exactly the right thing when buyers fear a market crash.
1) Acknowledge with Empathy, Saying "I Understand."
You’re on a call, and the buyer drops the “market crash” bomb. It’s tempting to jump in with stats, but hold on—start by making them feel heard.
A simple Exactly What to Say® phrase like, “I understand why you’d feel that way,” can work wonders to calm their nerves and keep the conversation flowing.
How to Use It: Say, “I understand why you’d worry about a market crash with all the news out there. It’s a big decision!” Pause to let them share more about their concerns.
Why It Works: Empathy reduces tension, showing you’re a partner, not a salesperson, which builds trust for the next steps.
Quick Tips: Match your tone to their mood—soft and reassuring if they sound anxious, or calm and confident if they’re skeptical.
Practice “I understand” in front of a mirror to ensure your tone feels genuine, not scripted.
2) Reframe with a Question Tree
You’re touring a home, and the buyer says they’re holding off because of a potential crash.
Instead of arguing, get curious. A question tree—a series of open-ended questions from my workshop—helps you dig into their fears and steer the conversation toward solutions.
How to Use It: Ask, “What specifically makes you think a crash is coming?” Follow with, “If I could show you local data suggesting stability, would that help ease your mind?” Then share a stat, like, “Our area’s median home prices have grown steadily by 3% annually.”
Why It Works: Questions uncover the root of their fear, letting you tailor your response with facts and position yourself as a trusted guide.
Quick Tips: Keep a cheat sheet of 2–3 local market stats on your phone for quick reference during calls.
Build a question tree for the “market crash” objection with 3–5 questions and store it in your CRM for easy access during client meetings.
3) Share a 'What-If' Scenario
You’re at a closing table, and the buyer hesitates, worried about a crash. This is where an Exactly What to Say® “what if” phrase can shift their perspective.
Asking something like, “What if waiting for a crash means missing your dream home?” gets them thinking about the risks of inaction.
How to Use It: Say, “What if the market stays stable or grows, and prices in this neighborhood rise 5% by next year? How would you feel about waiting then?” Reference a recent sale, like, “A home like this sold last month and is already appreciating.”
Why It Works: It helps buyers visualize the cost of waiting, balancing their fear with the opportunity to act now.
Quick Tips: Use a specific, local example—like a home that sold quickly in their target area—to make the scenario feel tangible and relevant.
Jot down 2–3 “what if” scenarios based on recent sales in your market to have ready for nervous buyers.
4) Offer a Can-Do List for Confidence
You’re emailing a buyer who’s stalling, citing crash fears. Instead of pushing, show them you’ve got their back with a Can-Do List—a tool that outlines practical steps to protect their investment.
It’s like handing them a roadmap to buy with confidence.
How to Use It: Say, “Let’s create a plan to buy smart, like focusing on neighborhoods with strong appreciation, locking in a low-rate mortgage, or adding a contingency clause for peace of mind.” Explain how each step mitigates risk.
Why It Works: A clear plan shifts focus from fear to action, showing you’re proactive and invested in their success, not just the sale.
Quick Tips: Suggest one tailored step, like, “Let’s look at homes in neighborhoods that have held value through past downturns.”
Create a Can-Do List template for market crash objections, with 3–4 steps (e.g. financing options, market research), and save it in your notes app for quick client discussions.
5) Close with a Commitment Question
You’ve addressed the buyer’s crash concerns during a coffee meetup, and now it’s time to move forward.
An Exactly What to Say® commitment question, like, “If I can show you how to buy confidently in today’s market, are you ready to take the next step?” keeps the deal alive without being pushy.
How to Use It: Say, “If we find a home that fits your budget and feels secure based on local trends, would you be ready to tour it this week?” Follow with a specific next step, like scheduling a viewing.
Why It Works: It clarifies the buyer’s intent, gently nudging them toward a decision while keeping the conversation collaborative.
Quick Tips: Tie the question to a specific property, like, “If that 3-bedroom we discussed checks out, are you ready to make an offer?”
Role-play commitment questions with a partner, practicing 2–3 variations to deliver them smoothly in real conversations.
Take Control of Every Objection Like "I Think The Market Will Crash."
As a realtor, mastering objection handling for realtors means you’re not just reacting to fears but proactively guiding buyers toward confident decisions.
These five real estate sales techniques give you the tools to transform the “I think the market will crash” objection into a conversation that builds trust and drives results.
Keep these strategies in your back pocket, practice them in your next client call, and watch how they elevate your ability to close deals with ease.
Join My Upcoming Workshops
Ready to dive deeper?
Join my upcoming virtual workshop Flip the Script: Turn Objections Into Opportunities for hands-on training and a personalized objection-handling blueprint.
Replays are available for 30 days so you can keep revisiting and practicing these important skills—enroll now to secure your spot!
What’s the most common objection you hear from buyers in your market? Drop a comment below—I’d love to hear!
About Kara
Kara Moll empowers busy executives to become confident, effective communicators—unlocking their full potential in both their personal and professional lives. A real estate coach with Keller Williams MAPS Coaching, Kara is one of Phil M. Jones’ Certified Guides and an Exactly What to Say® Coach. She combines these powerful communication frameworks with expertise in Neuro-Linguistic Programming and Energy Leadership Coaching to help clients achieve transformative results.
With over 20 years of experience in real estate, coaching, and training, she brings a wealth of knowledge and insight to every interaction. To take your communication skills to the next level, enroll in one of her upcoming workshops at Workshops & Events | Kara Moll
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