What's the toughest objection to handle live vs. after the fact?

Question

Working on a coaching tool for real-time call handling and want to sanity-check the actual problem before I build more into it. When you're on a buyer or listing call and an objection comes out of nowhere — commission, "let me think about it," the newer buyer-agreement pushback — do you usually nail the response live, or is it more of a "wish I'd said that" moment after you hang up? Trying to figure out if the real gap is practice/training or just not having the right words in the moment. Curious how experienced agents handle it.

Tim Bart · Answer

Michael — the anxiety-before-you-even-dial thing is real, and honestly underrated as a factor. Caleb — "you'll hear the same objections" matches what I'm seeing too, it's a pretty short list once you've done enough calls. Sounds like the gap is mostly reps + having the short list ready, not some big mystery. Appreciate both takes.

Caleb Brown · Answer

If you are learning and newer often you'll have the "I wish I said". As you do calls you'll know what to say and you'll hear the same objectives. Having a script or bullet points to cover is helpful so you don't miss anything.

Michael K Gallagher · Answer

idk my anxiety is pretty high I tend to have already run every scenario possible before I even pick up the phone, that is if I ever get to the phone to pick it up after the anxiety - only half kidding, but I think in seriousness the root of what your going after is a personal style/confidence thing that comes from reps and internal mindset more than anything.