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Keith Ellis Real Estate Agent Sales Models Ketih Ellis Real estate negotiator functions: tug of war Learn to Explain to Your Customers the Difference between Value and Price- Keith Ellis The objections in real estate negotiation come with the territory. Objections are generally not what they seem, as there is usually a hidden reason behind the objection. Unclear objections arise either because the real estate agent has not gained the confidence necessary for the client to be more open with him / her, or because the client believes that it is not important to clarify the true reason behind his / her objection.