You find out what the waiting is for. “We want to wait” can mean a real date (the bonus, the season, the baby), a real event they're scheduling around — or nothing at all, a soft exit wearing a calendar's clothes. The steps: empathize, elaborate into the reason, weigh it against their own why-now, diagnose whether timing is the true objection, isolate, and respond to what's actually there.
The short answer
How it runs
The framework's discipline cuts both ways: a homeowner with a genuine reason to wait — a closing date, a medical event, a season that genuinely matters — who gets pressure instead of respect becomes a former prospect with a story to tell the street. The steps exist to separate that homeowner from the stall, not to steamroll both. Handle the real wait gracefully and the appointment's button-up keeps the relationship; handle the covered objection properly and you may not need the wait at all. The full objection page carries the documented word-track.
Spar's rounds and the 33-objection library grade your framework under pressure — Round 1 is free; the full camp is $29/month. Spar before you knock.