The short answer
The already have an agent objection gets a short, warm answer: "Good. You should have somebody. I'll stay out of it. If anything ever changes, keep my number." Then mean it. Ask one polite question to learn whether they've signed, tag the record so the alerts stop, and set the right stage. Pushing earns complaints. Stepping back earns callbacks.
Below: the six steps, the three things "we have an agent" can mean, the open house version and the lines to stay away from.
Step by step: what to say when a lead says "we already have an agent"
- Say it warmly. "Good, you should have somebody. I'll stay out of it. If anything ever changes, keep my number."
- One question, only if it fits. "Have you signed an agreement with them, or are you still getting to know each other?" This isn't a wedge. It's information. If they've signed, you're done. If they're still interviewing, they may welcome a second opinion later.
- Offer one thing of value without strings. "I'll stop the home alerts so you're not getting two of everything. If you ever want a second set of eyes on a price, I'm happy to help."
- Tag the record. Use a "has an agent" tag so the behavior alerts and drips stop. See CRM tags that matter.
- Set the stage. Nurture if they're still interviewing, archive if they've signed and closed the door.
- Note the date, and the agent's name only if they offered it. Never ask for it.
What "we already have an agent" can mean
The same sentence covers three different situations. Your one question tells you which.
| What's really going on | How you'll know | What you do | Stage |
|---|---|---|---|
| They signed an agreement with another agent | "We signed last week." | Step out completely. Stop alerts. No solicitation. | Archive |
| They talked to an agent once, nothing signed | "We met someone at an open house." "They send us listings." | Stay friendly. Offer value. Let them choose. | Nurture |
| It's a shield to get off the phone | Vague, quick, no details | Lower the pressure. Treat it like "just looking." | Nurture |
Some buyers don't know whether they're "working with" someone. A portal inquiry may have connected them to an agent they've never met. Don't tell them what their relationship is. Ask, listen and respect what they say.
Can I work with a buyer who already has an agent?
Not if they're under a signed exclusive agreement. Don't solicit them to break it. If nothing is signed, they're free to choose, and you can be helpful without running anyone down. When you're not sure, ask your managing broker before you do anything more than say goodbye kindly. Your state's license law and, for REALTORS, the Code of Ethics both address this.
At an open house
Same line, word for word: "Good, you should have somebody. I'll stay out of it. If anything ever changes, keep my card." Then let them enjoy the house. Don't hover, don't pitch. Put them in your CRM with the open house tag and the "has an agent" tag. More in open house lead generation.
A worked example (illustration only)
Lead: "Oh, we're actually working with someone already." Agent: "Good, you should have somebody. I'll stay out of it. Are you signed up with them, or still getting to know each other?" Lead: "We signed last week." Agent: "Perfect. I'll stop sending you home alerts so you don't get double. If anything ever changes, keep my number. Good luck, I hope you find a great one."
Tag: has an agent. Stage: archive. Note: "Signed with another agent 10/12. Friendly."
Illustration only.
How to explain it to your client
The "client" here is the lead. If they seem nervous you'll keep calling:
"That makes sense, and I respect that you've got someone. I'll take you off my list so you don't get double emails. If you ever want a second opinion on anything, just call."
Why this works
In our experience, a fair share of these people call back later. Maybe the other agent stopped answering, maybe they were never really signed, maybe they just remember the person who was kind. None of them would have called back if you'd pushed. Warmth is the long game.
Watch-outs
- Never interfere with an exclusive agreement. If they're under a signed buyer agency or listing agreement, don't solicit them to break it. Ask your managing broker if you're unsure.
- Never criticize the other agent, even if the lead complains about them. "That sounds frustrating. Have you told them?" is as far as you go.
- Don't keep the drips running. Two agents emailing the same person makes everyone look bad.
- Don't ask who the agent is. If they tell you, fine. If not, it's not your business.
- Don't fish. "Are you happy with them?" reads as a wedge, because it is one.
Keep going
- All objection pages: objection handling training
- Next: the real estate objection handling framework, the "just looking" objection, the new lead call script, long-term lead nurture
- Practice the warm exit until it's automatic with the AI Role-Play Coach. It plays the lead, then scores you and gives one fix.
- The Prompt Pack: Objection Handling includes role-play and rebuttal prompts for "my cousin is an agent," rates, commission and "we will wait."
This is training for real estate agents. Follow your state's license law, the Code of Ethics if you're a REALTOR, and your brokerage policy.
Questions
What do you say when someone says they already have an agent?
"Good, you should have somebody. I'll stay out of it. If anything ever changes, keep my number." Then ask one polite question about whether they've signed.
Can I keep sending them listings?
Not if they've signed with someone. Stop the alerts. It's courteous and it avoids interference problems.
What if they say the other agent never calls them back?
Stay neutral. "That sounds frustrating. Have you talked with them about it?" If they end that relationship on their own and come to you, great.
What if it's a portal lead and they say they already have an agent?
Same line. Respect it, tag it, move on. Ask whether they've signed only if it comes up naturally.
Should I ask if they're happy with their agent?
No. That's fishing, and it reads that way.
What if they're interviewing several agents?
Then they don't "have" an agent yet. Ask what matters most to them in choosing, and show how you deliver on it.
Brian Lee Burke is the founder of PadLeaders, a Colorado real estate broker licensed since 2003, team leader of The Kenna Group at Keller Williams DTC (formerly Kenna Real Estate Group) and the author of Mastering Real Estate and The Real Estate Playbook. More about Brian.