 One of the things you just described is a magnificent way to handle objections. First of all, the thing that's wonderful about asking people what's wrong with the house is it shows that you are invested in them. There's so many realtors that just want to go in there and push, push, push, push, and show, oh, this is magnificent, this is magnificent. If instead you're pointing out the flaws, then they know that you are their advocate and that you really are invested in their success.