Today, I want to give you some objection handlers, as well as let you know of upcoming posts and goings on here at You’re The Difference.

First, and foremost, I want to thank the fine folks at Re/Max for featuring our book, Now What Do I Say? on their weekly email newsletter.  If you are a Re/Max agent, then you can simply click on the link in your newsletter from 9/17 titled “Six Dialogues to Avoid Overpriced Listings” to see the article.

They featured one of our more than 70 real estate objections with six objection handlers.  The objection was “We want to list high, and come down later.”  At the bottom of this post, I’ll include the handlers.

I have to say, it sparked a number of sales of the book.  So, if you don’t have your copy, could be your competition does.  Get yours now, in book or audio form, so you can learn the best objection handlers from top agents who wrote and use them every day!

Second, I usually don’t plan out my posts.  They usually come to me based on a recent coaching session with one of my real estate clients, or something like that.  However, if you’ve been following, you know that I’ve recently done a real estate sales soup to nuts series of posts.  I started with lead generation and went all through the business.  Last week I ended with How to list and sell FSBO’s.

So, I want to tell you what’s in store for this week (after today).  I’m going to talk about Expired Listings, particularly why you should go after them and how to get more of them.  Also, I’ll post some more objection handlers.  And, I’m going to write about scheduling and time management.

Third, I’m going to start a weekly podcast.  I’ll record it and my webguru dude tells me it will be easily available to you.  I don’t know how, but I’m sure we’ll figure it all out.

Anyway, I’m going to basically do stuff I would write in the blog.  I’ll talk about sales and coaching and tips, etc.  I envision interviewing some top real estate sales agents as well along the way to see how they can help you do more deals.

My plan is to keep the podcast on the shorter side, so you can actually make the time to listen.

And fourth, here are the objection handlers from our book, Now What Do I Say?, that was in the Re/Max online weekly newsletter:

We want to list high and come down later.

***Any stats in these handlers, and the book, are made up.  You need to know your personal, office and market stats to plug in the correct numbers.  Do NOT make up numbers when handling objections.

1.  No problem, listing higher simply means that the house will be on the market longer, is that OK with you?  We’ll just extend the listing to a year, OK?

2.  Without exception, we see that when people list high their house is on the market 30 percent to 50 percent longer.  So the average house is on the market right now for 90 days and listing high means your house could be on the market for six months or longer.  That means you will have double payments eating up your equity as well as yard maintenance, utility bills, cleaning, and checking on the property.  We also see when houses are listed at market value offers come in faster and closer to the asking price, which sometimes means multiple offers.  Now that would be pretty sweet, wouldn’t it?

3.  That makes sense that you would want to start out high to leave room for negotiating, and may I tell you that concerns me?  Well, the first thirty days are generally when you get the most interest and activity on the house.  And if we price too high we could miss out on a lot of buyers. Since we will never get a second chance to make the first impression on the market, wouldn’t it be better to get the most exposure the first time around?  Let’s go ahead and list it at $199,900 and get the maximum exposure.  That is what you want, right?

4.  Don’t list high unless you want to sit on the market month after month with no activity.  In today’s market, serious buyers won’t even bother to look at properties that are overpriced, because they have way too much to choose from.  You don’t want to be overlooked by the serious buyers do you?  Great lets list at a price that will cause the home to sell, OK?

5.  That makes sense.  And I’m curious, what specifically causes you to believe that anyone will even look at a property that’s overpriced?

6.  I want you to list at $299,900, and I know you want to list at $325,000.  But imagine for a moment that you’re sitting here, in the same house six months from now, wondering why no one even bothered to make an offer.

Pick the one(s) that work for you and memorize them, so you can be confident on your appointments and never wonder Now What Do I Say?

Keep it here, more to come!

Scott Friedman