Handling Objections And Rejection

In coaching agents and being an agent myself for the last 20+ years, I have found handling objections, and dealing with rejection, to be the two most difficult things we face as agents.

Learning to powerfully and confidently handle the objections will allow you to do more deals with more satisfied clients.  You know, the objections we face don’t change.  There are only so many that come up.  Learning what they are, and how to handle them is one of the biggest keys to your success!

Rejection is something that is hard for many of us to accept and deal with.  If you can learn to let it roll off your back and to go through whatever cycle you go through when faced with rejection faster, you will undoubtedly do more business!

Realize that whatever occurs for you around rejection is only in your mind.  The reality is that you are still living, breathing and okay.  What’s more important is in most cases, the person rejecting us isn’t rejecting us personally.  They simply don’t need our services at this time.  Not taking it personally is critical to doing more business.

I literally prospect on the phones two to three hours every single day and have consistently for the last ten years.  Believe me I’ve faced rejection time and time again.  I have chosen to accept rejection as part of what is necessary to grow my business.

There is MONEY between you and rejection.  Let go of believing that rejection hurts you and watch more money come your way!

We all know that it takes risk to do anything great.  One of the biggest risks we face in really growing our business is being rejected.  If you want to just sit in the office or an open house and wait for the clients to come to you, then you don’t have to face much resistance and likely won’t do a whole lot of business if this is all you choose to do.

On the other hand, if you’re someone who is looking to really do more deals, you have to be willing to put yourself on the line.  You have to be willing to go out and find, and ASK for the business.  Accept that doing this will create some rejection for you and just allow for it.

Top salespeople in most industries have to go out and make sales calls either on the phone or in person daily to make decent money.  I challenge you to investigate this yourself.  Talk to top salespeople in this business, as well as others and ask them how they got to be so successful.  I bet you’ll find that most of them go out every day to find and create new business.  How often each day do you go out and find new business?

Lets face it there are only a couple ways to make it in this business.  You can buy it, wait for it, or find it, right?

The trouble with buying it is that it costs A LOT of money to buy the business.  Waiting for it isn’t something you can count on, plan for, or do again and again, it’s just a by chance kind of thing.  So it makes really good business sense to go out and find and create it, doesn’t it?

Simply accepting rejection as part of what it takes.

Handling objections is something that my partner, Scott Friedman, and I talk about a lot in our articles and coaching.  We also c0-wrote the book, Now What Do I Say?, a collection of over 420 answers to more than 70 of the most common questions and objections that you’ll face in this business.  If you haven’t already purchased a copy, please visit our website at www.yourethedifference.com to get your copy.

This alone will help you to handle the objections more powerfully because we’ve given you all the answers.  You can of course make a list of the most common questions and objections you face when trying to get more deals and then come up with your own answers.

The key is to be prepared.  Don’t be caught off guard and taken out of your game just because the client objects.  Objections are part of getting more contracts signed.  As my partner Scott always says, the client wouldn’t object unless they were considering doing business with you.  So, get excited when you are faced with an objection.

Being prepared takes practice and dedication.  If you want to be able to respond to the clients questions and objections powerfully and confidently then wouldn’t it be a good idea to role play and practice your response?

Professionals from all walks practice, role play and rehearse but for some reason as real estate agents we feel that doesn’t apply to us.  I’ve never understood that.  We are handling what is in most cases our client’s largest single investment and they are paying us a TON of money to represent them and show up like a true professional should.

Think about how much time you put into preparing, praticing and rehearsing your business.  This is a very small thing that can make a HUGE difference in your business.   Many times agents ask me how I sell an average of 110 homes a year and it’s the small things like this that I choose to do that most agents don’t that makes the difference.  Our company name is You’re The Difference for a reason :)

On our website, www.yourethedifference.com we also offer a “LIVE” role play CD of myself and my two co-authors handling 12 of the most common objections we’re faced with each day.  Listening to this CD before your appointments and /or prospecting will undoubtedly help you to be more powerful and confident.  It’s only $19.99 plus shipping that’s the cost of a music CD but will actually make YOU money.

Please let Scott and I know how we can support you.  We have courses on handling objections around our book.  We offer individual coaching, group coaching, and an expired and fsbo 6 week course that teaches you how I get over 70% of my business from calling and mailing to expired and fsbo listings.

If you are interested in joining us for any of our coaching and/or courses, please email us at info@yourethedifference.com or call us at 609-601-1296.

I hope you are on track to Making 2009 YOUR Year!

Free Scripts For Generating More Business

If you are looking to do more business, here are some proven scripts that I use to consistently sell  an average of 110 homes a year even in this market.  Right now I have 67 active listings and used these exact scripts to generate them.

My partner, Scott Friedman and I at You’re The Difference Sales & Life Coaching are committed to helping our customers and clients continue to excel in this market.  Our intention is to provide as much value as possible to you in our articles and blogs.  We hope that you have found our information helpful and informative.  Please visit some of our previous articles and blogs if you haven’t already read them for more valuable information.

When I take a new listing, I call all the neighbors in the neighborhood that are not on the DNC list and either speak with them or leave them a message and here is exactly what I say:

Hi, this is Christy Crouch with The Crouch Team at RE/MAX All Points and real quick as a part of my customer service I wanted to call and let you know that I just listed a home in your neighborhood at _______, The price is ________.  I’m actually calling all of the neighbors and wanted to leave a quick message for you about the home being for sale in case you happen to run across someone who is looking to move into your neighborhood.

If you do, or have any questions about the home, or property values in your area, my office number direct is _____________.  I really appreciate you taking the time to listen and if I can ever assist you with buying or selling, I would love the opportunity to interview with you.  I consistently sell an average of 110 homes  a year and would certainly take excellent care of you should you ever have the need.  Thanks again for listening and hope you have a great evening!

Now right off the bat, I know you’re thinking wow that’s long.  And, it is a long message, however when presented powerfully, professionally and confidently it is amazingly effective.  Guys, one year I took 18 listings alone from just cold calling like this.  The message is nice, informative, and not a pushy sales call.  I actually have neighbors call and thank me for letting them know.

In addition I send them a just listed postcard as well so now they’ve put a face with a name and heard from me twice for little investment on my part.

After the home is sold I call them again with the following just closed script:

Hi, this is Christy Crouch with The Crouch Team at RE/MAX All Points, and as a part of our customer service I wanted to call and let you now that we just recently closed on the house that we sold in your neighborhood at _________________.  The home ended up selling for ______________ and we hope that you will help to welcome you new neighbors.  They’re name is _____________________.  If you have any questions regarding the sale of the home or anything at all regarding real estate, please feel free to call me, my office number direct is ____________.

I also send a just sold postcard.   So each time I list a house the neighbors are hearing from me a total of four times between listing and closing.  Twice by phone and twice by mail, again creating strong name recognition for little to no expense.

These are voice mail message scripts and live calls are basically the same scripts.

If you haven’t already purchased my scripts CD where you can hear me voice these scripts and be able to listen to it over and over so that it can become “yours” then please visit my website at www.yourethedifference.com to order your copy.

I also want to invite you to a free call that my partner and I are doing next week for all our coaching clients.  It’s my monthly business planning call where I talk about the many things I do each day to sell the volume of homes that I do.  At the end we have  a quick question and answer session.  The number to dial is 1-712-432-4100 and the code is 464679.  The call will be Tuesday from 4:00-5:00 p.m. EST, 1:00-2:00 PST.

Please remember our two powerful forums going on right now that will undboutedly help you to do more business, strengthen your mindset, accountability and jolt your motivation:

Ask The Coaches – This is a weekly call for 30 minutes with myself and my partner Scott Friedman coaching and leading agents from across the US.  We gather together and agents ask any question they want about all facets of the business and we brainstorm ideas and ways of increasting and improving our business.  The cost is only $99 per month, giving you access to a 30 minute coaching call each week.  Being on this call alone will undboutedly benefit just from hearing the other agents questions and ideas.

The Objection Handling Workshop – also a 30 minute call each with with myself and my partner and co-author Scott Friedman leading and coaching agents from across the US on how to powerfully and confidently handle any objection and/or question you face in the business.  Most of what we teach is based from our book, Now What Do I Say?, a collection of over 420 answers to more than 70 of the most common questions and objections that come up.  If you haven’t already purchased a copy, please visit our website at www.yourethedifference.com to get your copy.  The cost for this Objection Handling Workshop is also only $99 per month for all 4 calls.

If you join us for both the cost is only $149 per month.  That’s EIGHT coaching calls per month with myself, a top producing agent who is active in the market selling an average of 110 homes each year and my partner, co-author, and coach, Scott Friedman.  This price is so low because Scott and I are truly committed to making a difference for agents and helping them to continue to improve the production despite the market conditions.  We know times are tight and we want to make our products and services as affordable as possible to you right now.

To join simply call us at 609-601-1296 or email us at info@yourethedifference.com.

I hope you are on track to Making 2009 YOUR Year!

Pop quiz, hotshot!

Here we go.  You’re in real estate.  I’m going to assume this is your career and not just a hobby.  So, since it’s your career, answer the following questions as you read them…without looking them up.

How many active listings do you currently have?

How many pendings/escrows do you have?

How many closed deals do you have so far this year?

How many deals does your office/company have closed and pending year to date?

What’s your average list to sale price ratio (percentage of list price your listing sells for)?

What’s the market’s average list to sale price ratio?

What’s the average days on market for your listings (DOM)?

What’s the average days on market (DOM) for listings in your whole market?

How many homes are currently listed in your market?

What percentage of the listings you take sell? (last year and so far this year)

What percentage of homes listed are selling vs. expiring in the market? (last year and so far this year)

How many homes sold in your market last year?

How many homes have sold and gone under contract so far this year?

If you didn’t know the answer to at least 60% of these questions without looking them up, then clearly you aren’t treating your business, or this business, as a business.  Or, perhaps you didn’t know you needed to know these stats.

Either way, let me tell you now, in no uncertain terms, it is extremely important to know these stats.  Having knowledge of your personal stats, your office/company stats and the market stats will undoubtedly help you sell many more homes.

Imagine going up against Sally Superagent and showing the seller that for all the business Sally does, she’s only getting 93% of the asking price, while you are getting your sellers 95%.

Or, perhaps Rick Rockstaragent has promised to get the seller you’re trying to list a really high price, and you can show the seller that Rick only gets 50% of his listings sold, while 75% of yours sell.

The possibilities are endless, if you know the stats.