Learn how to turn “I want to wait until after the holidays” into real estate appointments. Bradley Baldwin shares the exact script and strategy that converts.
Real estate agents hear a lot of objections throughout the year, but one of the most common — and most predictable — is the classic:
“I want to wait until after the holidays.”
You hear it from buyers.
You hear it from sellers.
And you especially hear it in November and December, when the market tends to get quieter and consumer distractions are at an all-time high.
But here’s the good news:
👉 This objection is one of the easiest to overcome.
👉 You can turn it into an appointment every single time — if you know exactly what to say.
Today, I’m sharing the same objection-handling script we teach inside the ICT Agent Accelerator program. It’s designed to help you handle real estate holiday objections, create curiosity, set more appointments, and make sure your pipeline doesn’t stall just because the calendar does.
Let’s dive in.
VIDEO: How Real Estate Agents Convert “After the Holidays” Objections Into Appointments
Why You Must Contact Every Lead — Even During the Holidays
Before we get into the script, I want to emphasize something:
Every single lead in your pipeline needs a touch right now.
Most agents make the mistake of assuming people don’t want to be bothered during the holiday season. That assumption costs agents appointments, listings, and future business.
The truth is:
Buyers still look at houses during the holidays.
Sellers still think about selling during the holidays.
Motivation doesn’t disappear just because it’s December.
What changes is their story — and that’s where objections come in.
When you reach out, you’ll hear:
“We’ll reconnect after New Year’s.”
“We’re traveling.”
“Let’s wait until things calm down.”
“We’re putting everything on hold until after the holidays.”
But here’s what those people really mean:
“I’m not sure if now is a smart time — and I don’t have enough information to make the decision.”
Your job is to give them the information they need.
The Holiday Objection Script That Works Every Time
When someone says they want to wait until after the holidays, here’s exactly what you say:
“Hey, what if there’s actually a financial benefit to buying or selling now instead of waiting? Would you want to hear about it?”
This one sentence does three powerful things:
Creates curiosity
Positions you as a knowledgeable advisor
Shifts the conversation from delay → discovery
Most importantly, it turns the objection into a question — and questions create engagement.
Almost every time, the prospect will ask:
“What do you mean? What benefit?”
Perfect. Now they’re leaning in.
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Your Appointment-Setting Line (Word-for-Word)
Once the curiosity is there, you don’t start explaining over the phone.
Instead, you guide the conversation into an appointment.
Here’s the exact line:
“I don’t mind — let’s set an appointment and I’ll walk you through the facts and figures. We’ll determine together whether now is the right time for you to buy or sell, or if later makes more sense. That way you’re making an informed decision, not an emotional one. What works better for you — Monday or Tuesday?”
This is critical.
You are not pressuring.
You are not pushing.
You are offering clarity.
And clarity converts.
Logic Makes Them Think. Emotion Makes Them Act.
Once the appointment is set, you need to show — not tell — the information that matters.
This is where Brian Icenhower’s Market Update becomes your secret weapon.
Bring the relevant slides with you:
price trends
inventory levels
absorption rates
interest rate history
seasonality comparisons
payment examples
Buyers and sellers don’t know how to interpret the market.
They’re overwhelmed by headlines.
They’re emotional — especially during the holidays.
When you show them real data instead of giving your opinion, you deliver logic.
Then, connect the logic back to the reason they want to move — the emotional motivation behind their decision.
A new school district.
A growing family.
A better commute.
A bigger yard.
Downsizing for lifestyle.
Logic makes them think. Emotion makes them act.
When you use both, you win.
You’re Not Just Talking — You’re Showing Value
Even if the client doesn’t take action today, you’ve still won.
Here’s why:
You built trust.
You positioned yourself as a consultant.
You gave them information nobody else is taking the time to explain.
You increased the likelihood they’ll choose you in January or February.
In real estate, delayed business is not lost business — as long as you stay in flow.
The Real Result? More Appointments and a Healthier Pipeline
When you use this strategy consistently, you will:
Set more appointments
Convert more leads
Strengthen your pipeline before Q1
Establish yourself as the agent people trust in uncertain markets
Stand out while other agents go dormant over the holidays
Holiday objections are not a wall — they’re an opportunity.
Use this script, incorporate the market data, and stay committed to contacting every lead in your pipeline.
You’re not just handling objections.
You’re building value.
And value wins — during the holidays and all year long.
