Free agent script

What to say when a seller says Zillow is higher.

Use this Zestimate objection script to move the conversation away from arguing over an automated estimate and toward a seller-ready comp report.

Run a free CompIQ report first, then use one adjustment note as the follow-up hook.

Best framing

“Let’s use Zillow as a question, not as the answer.”

That keeps the seller respected while giving you room to show the comp logic, adjustment notes, and pricing risk behind your recommendation.

View sample report
Copy-ready responses

Three ways to handle the Zestimate objection.

First response at the kitchen table

I would not ignore the Zillow number. I would just treat it as one data point, not the price buyers and appraisers have to defend.

The cleaner question is: which sold homes will a real buyer compare to yours after adjusting for condition, size, timing, and location?

Let me show you the three comps I think matter most, then we can decide whether the online estimate is supported or stretched.

Email after the appointment

Hi {firstName}, I know the Zestimate for {address} is higher than the range we discussed, so I reran the comp set and marked the differences that matter most.

The attached report separates automated value from adjusted sold comps. That is the evidence buyers, agents, and appraisers are more likely to use when pressure-testing the price.

If you want, I can walk through the top three adjustments in 10 minutes so you can decide whether to price for attention or test a stretch number.

Text message follow-up

I checked the Zestimate against the adjusted comps. The gap is mostly about {condition/location/size/timing}. Want me to send the short report so you can see the exact sales I am using?

Avoid the trap

Do not make the seller choose between you and the portal.

Do not dismiss Zillow. That makes the seller defend it harder.
Do not answer with a generic CMA range. Show the adjusted comps that explain the gap.
Do not argue from authority. Give the seller a visual report they can review after the meeting.
Do not promise appraisal accuracy. Frame the report as pricing evidence and risk management.
Next step

Turn the objection into a comp report walkthrough.

A seller can debate a Zestimate. It is harder to ignore a clean report that shows the exact homes buyers will compare against them.