When They Love the Home But Not the Homesite

Why “I Love the Home, But…” Is Not the End of the Conversation

If you’re in new home sales, you’ve heard this before:
“We love the home… but not the homesite.”

Maybe it’s next to a cemetery, near power lines, or across from an old apartment complex. The truth is, challenging homesites come with the territory. But what if I told you the biggest challenge might not be the site itself—but how you see it?

In this post, I’ll walk you through five mindset and strategy shifts that can help turn hesitation into happy homeowners.

Let’s get to it.

1. Fix Your Mindset First

Before your customer ever speaks, your mindset is already doing the talking.

If you approach a homesite assuming no one in their right mind would choose it, that energy comes through—whether you realize it or not. Your tone, your posture, even your facial expressions can betray you.

Ask yourself:

Am I selling with enthusiasm?
Do I believe in the value of every lot?
Would I buy this homesite myself?

I once role-played a buyer in a training session and casually mentioned, “Oh, a graveyard.” The salesperson immediately launched into a long explanation on how to hide the view. But here’s the thing—I actually liked the cemetery! Their overreaction made me question my own opinion.

Your mindset influences your behavior, and behavior shapes your results. For more, check out Do You Have a Loser’s Mindset or a Losing Mindset?.

2. Don’t Assume Objections—Ever

This is a trap I see too many salespeople fall into: assuming the buyer is about to object… before they do.

What sounds helpful can actually backfire:

“Don’t worry—those power lines are totally safe.”
→ “Wait, should I be worried about safety now?”

In the absence of a buyer’s story, we invent one. And often, we invent the wrong one.

To avoid assumption mode:

Stay neutral in your response.
Let the buyer speak first.
Listen for meaning—not just words.

One comment does not equal an objection. Stay curious instead of getting defensive. And for a stronger mental approach across the board, read Make Any Day a Great One With These 5 Sales Mindset Tips.

3. Diagnose Before You Prescribe

You wouldn’t want your doctor handing you a prescription before asking what hurts, right? Sales is no different.

When you jump in to solve the “problem” too soon, you might miss what really matters to your buyer—or worse, introduce new objections they hadn’t thought of.

Instead, slow down and get curious.

Try these diagnostic prompts:

“Tell me more about what you’re seeing.”
“What stands out to you here?”
“What would need to change for this to feel right?”

These small shifts lead to big clarity. And if you want to understand your buyer’s full journey, read Understanding the Buying Cycle: The Endless Loop of Consumer Behavior.

4. Treat Every Objection Like It’s the First Time

Even if you’ve heard the same pushback a dozen times, it’s still the first time this buyer is saying it.

You don’t know yet if it’s a dealbreaker or a passing comment. Don’t assume—ask.

To stay in the moment:

Respond with curiosity, not canned answers.
Ask clarifying questions.
Reflect their words before offering solutions.

You’re not just solving objections—you’re building trust. If you want more tools, the Handling Sales Objections Self-Study Book is a fantastic resource.

5. Love What You Sell

Let me say this loud and clear: You can’t sell what you don’t love.

Every homesite has something valuable. Maybe it’s ready to build. Maybe it’s ultra-private. Maybe it gets perfect morning light.

Find your “positive talking points”:

Great timing (delivery or pricing)
Desirable orientation or lot size
Enhanced privacy or quietness

When you speak from belief, your buyers will feel it. You don’t have to fake it—you just have to find it. To sharpen your selling mindset, check out our New Home Sales Training.

Ready to Reframe the “No”?

Challenging homesites aren’t dead ends—they’re opportunities in disguise. The real game-changer? How you show up.

Let’s recap the five shifts:

Fix your mindset first
Don’t assume objections
Diagnose before you prescribe
Treat objections like they’re new
Love what you sell

So—what will you do differently on your next site tour?