The Objection Handling Playbook: 25 Binary Questions for Listing Calls

Q: Should I use this on expired and FSBO calls?

Yes. The playbook works on any listing conversation. A few questions are tagged for expired or FSBO situations, but the three-group method applies to every seller objection you hear.

Every seller objection lands in one of three groups: Timing, Agent, or Avoidance. Once you know the group, you stop arguing and ask one binary question that surfaces the truth underneath the words. Here are all 25, with the exact script for each.

Tyler at Listing Academy·Head of Training·Updated July 2026

The binary question method

Every seller objection lands in one of three groups. Timing means they want to wait. Agent means they are unsure about who does the work. Avoidance means they want the call to end. Once you know the group, you stop arguing and ask one binary question, a question that offers two real options instead of a yes or no.

A yes or no lets them end the call. A binary question keeps it alive, and if neither option is true, the seller answers with the truth. You only need to be right about the group. Ask the question exactly as written, listen for which option they choose, and use the matching follow-up. Never argue.

Here is what it looks like

One example from each group, pulled straight from the playbook.

Timing · “We’re not ready to sell.”

Binary question: “Is that because you need more time in the home, or because it’s not a good time to sell?”If more time: “When the home does sell, where are you planning to move to?” · If not a good time: “Would it surprise you that over [X] homes sold in our market last month?”

Agent · “What’s your commission?”

Binary question: “Are you asking because you want the lowest rate, or because you want to make sure whatever you pay is actually worth it?”If lowest: “What’s the most important thing to you besides the fee?” · If worth it: “What results would make you feel an agent truly earned their fee?”

Avoidance · “Take me off your list.”

Binary question: “Absolutely, I’ll do that. Before I go, did you want me to remove you permanently, or just for now?”If permanently: “Have your plans to move completely changed?” · If just for now: “When would be a better time to check back in?”

Get all 25

Those three cover one objection each. The full playbook has all 25, sorted into Timing, Agent, and Avoidance, with the exact binary question and both follow-up paths for every one. It is built to sit in front of you on your next prospecting session. Grab it below.

A note on the law: you are responsible for following the calling and Do Not Call rules in your area (TCPA, DNC). Check a number before you dial.

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Common questions

What is a binary question?

A binary question offers the seller two real options instead of a yes-or-no. A yes/no lets them end the call; a binary question keeps it alive, and if neither option is true they answer with the truth.

How do I know which objection group I'm hearing?

Every objection lands in one of three groups. Timing means they want to wait. Agent means they are unsure about who does the work. Avoidance means they want the call to end. You only need to be right about the group.

What if their answer matches neither option?

That is Path C, the loop. Do not argue. Reset, listen for the group again, ask the binary question that matches, and keep the playbook moving.

Does this work on expired and FSBO calls?

Yes. A few questions are tagged for expired or FSBO situations, but the three-group method applies to every seller objection you hear.

This script is one play from a complete system.

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