FW04 Handling Hesitations and Objections I for Realtors by Floyd Wickman When we lose business, we don’t lose it to 50 other companies in the area. We generally lose it to the same 4 or 5 companies over and over again. We must do our homework to understand what we can offer. What do we have that has value to a seller compared to our competition? We can give them an aerial view and they can make a decision on weighing the value. Watch and listen as I sell this seller on not having to talk to another broker first.