Objection Handlers for Expired’s and FSBO’s

In our latest email detailing our upcoming telecourse, How To Take More Expired and FSBO Listings, I mentioned we’d post some free objection handlers from our book, Now What Do I Say? So, here they are:

EXPIRED:

We’re just going to take it off the market for now.

1. That makes sense.  And, I’m curious what will NOT being on the market accomplish for you?

*(The key is to ask this question, in a non-threatening way, and then don’t speak again until they answer that question.  They will tell you that they’re plans have changed, or that they’re frustrated with the market, or any number of things that will tell you if they really want to sell or not.)

2. I can appreciate you want to take it off the market for now.  So, what would happen if you left it on and got it sold this time?  Because the market is obviously not great, and the more time you take, the more money you could lose.  And if you’d be willing to meet with me, I’d be willing to show you how I/my company sold X homes in the last six months for top dollar.  Do you want top dollar?

I’m going to re-list with the same agent.

1.  I appreciate you wanting to give this agent a second chance, and yet I’m curious, do you think this agent will be able do anything differently this go round that they haven’t already tried?  Since you are considering re-listing, you obviously feel they did everything they could to get the home sold.  Doing the same thing again can’t possibly create a different result, can it?  Before you re-list, don’t you think you owe it to yourself to get a second opinion before you tie yourself down for another six months?

2. Stop for a minute and realize how hiring a different, aggressive agent might change the results you are getting.  You can make a decision now whether you’ll stay with the same results, or list with an agent who/whose company has track record of selling homes in X days.  Can you see why it just makes sense to meet with me?

FSBO:

Bring me a buyer and I’ll pay you a commission.

1.  Thank you, that’s great!  Let me ask you a question, because I have a concern about that.  It’s a great strategy to attract agents who will tell you they have a buyer when they just want to get their foot in your door.  I’d rather be very honest with and tell you I’m calling to show you how I’ve netted the most money for my sellers.  Is there any reason you would not want to meet with me if I could show you my proven track record for aggressively marketing your home and getting more you money?

2.  Thank you for the offer.  So, let me get this straight:  you’re willing to pay me 3% and you want to save the other 3%, right?  Okay, great, and I’m curious…after you pay for your own advertising, disrupt your family time showing your house at all hours, host your own open houses every weekend, negotiate with low-balling, bargain hunting buyers…if any actually make an offer, and then finally pay attorney fees, will you be saving anything, and, if so, will it really be worth it?

If we don’t sell it, we’ll rent it.

1.  I understand, and do you really want to be a landlord?  I know it’s frustrating right now, and can you imagine the frustration of chasing down a tenant for late rent, that your mortgage payment might be dependent on, month after month?  Not to mention getting repair calls in the middle of the night, and generally just being chained to the house for a year at a time.  Don’t you just want to get it sold?

2.  You could rent it, but what about capital gains?  You should really check with your accountant.  Renting it could cause you to lose money because the tax status of the property will change.  You could sell now and pay no capital gains, or rent it and when you decide to sell it you end up paying thousands in capital gains taxes.  That’s not good, is it?

In Now What Do I Say? book and CD’s we give 6 different handlers for over 70 different buyer and seller objections.

In our How To Take More Expired and FSBO Listings, we teach you exactly what to say and how to say it, and what to do and how to do it.

Sign up, now!

Real Estate has changed, have you?

Sure, the title of this article is not profound, it’s actually rather obvious.  Yet, suprisingly, few agents have changed with the times.  They haven’t changed their attitude, their focus, or the way they do business.  Many are simply lamenting about how hard real estate has become.

At a certain point, in order to move powerfully forward and be successful in any endeavor, one needs to assess what is, as opposed to what was.

Experts agree that focusing on the present moment and what you want in the future will get you to your goals.  Conversely, focusing on the past will keep you stagnant, or ultimately contribute to your failure.

How this relates to real estate is that we have to realize that “this” is how real estate is, and probably will be for some time.

By “this”, I mean the business of real estate is currently: lots of inventory, short sales, foreclosures, upside down sellers, finicky buyers who can’t make a decision, buyers who look for any excuse to pull out of a deal, tougher mortgage criteria, deals falling apart – even right up at or near the closing date, deals not closing on time, etc.

Now more than ever it is harder to find people who are ready, willing and able to buy or sell, and harder to keep the deals together when you do find those people.

Again, that’s an obvious statement.  So then the question becomes, “Yeah, so what?”

Well, you’re a professional real estate salesperson, who, hopefully, either has, or is starting, a career.  You didn’t get into this business thinking you’ll hang around for 6 months, or so, until your big break comes in show business, did you?  This is what you do for living:  find people who want to buy and/or sell real estate and help them buy and/or sell real estate.

I know, in this market, some agents have had to take 9-5 weekly paycheck jobs in order to stay afloat, but their goal is to still be a successful real estate agent.

The point is, regardless of how things used to be, the landscape of real estate is what it is today.  So, we in the industry need to change our reference to the present moment and powerfully move forward.

If it used to take you calling ten prospects for every listing you took, the game is likely different.  Now, you probably have to call fifteen or twenty just to get a good, qualified listing appointment with a seller who’s not upside down, etc.

Or if you did ten buyer side deals, typically maybe one or two would fall apart, and maybe one or two wouldn’t close on time.  Now, it seems like buyers are looking for and excuse to get out of deals.

Therefore, you probably have to talk to at least double the amount of people you used to have to call a few years ago, just to get the same amount of business you used to get.

Okay, Scott, enough with the obvious statements.  Again, so what?

What is so is that this is how real estate is, here in the present,and for the foreseeable future.  And many agents haven’t been able to change their attitude, focus and way of doing business to reflect how things are today.  They’re rooted in the past, and that becomes their frame of reference.  They say and think thinks like, “Real Estate is so hard these days,” and “Nobody has any equity to sell,” and “Buyers don’t want to buy anymore.”

CHANGE YOUR ATTITUDE:

So you have to talk to more people, and throw more deals up on the wall to see if they stick.  Real estate isn’t hard.  It’s not like the business became one of physical labor.  Last I checked, real estate agents weren’t required to dig ditches in order to sell real estate.  They still just have to talk to people, send some emails, fire off a couple of faxes, visit some listing prospects’ houses and take people around to see homes they want to buy.

They just have to do more than they used to have to in order to succeed.

Feel good about what you do for a living.  It will show, and it will help you succeed.

CHANGE YOUR FOCUS:

Forget how real estate used to be.  Forget what people tell you about the industry.  Do yourself a favor and look at your multi-list daily hotsheet.  I’m willing to bet you will find at least one house was listed, at least one went under contract/pending, and at least one closed.  People are buying and selling real estate virtually every day.  Sure, not as many properties are selling as once were, but if you did the math you’d find that there’s more than enough business for
you to get, regardless of how high your goals are.

Focus on what you need to do today to get homes sold.  That means think about who and how many people you need to talk to today to find out if they will buy, sell, or give you a referral.

Focus on what you want to do with the money you make from helping all these people.  Pay off debt, buy a car, send your kids to college, etc.  More so than your goals, focus on why you want to achieve them.

CHANGE THE WAY YOU DO YOUR BUSINESS:

You simply cannot wait for business if you want to succeed in real estate.  You need to talk to as many people as possible on a daily basis.  That’s your job:  talking to people. You need to talk to the people you know, and the people you don’t know (like expired listings).   And you need to talk to more people than ever before.

If you change your attitude and appreciate the business, change your focus and start looking from the present forward, and the way you do your business by getting front of more people than ever before, you will succeed at a level you never knew you could.

Sell Real Estate Olympic Style

I’m currently involved in a year long coaching program, and my coach gave me an action item for the week, and it was to be Olympic with my time.

He is coaching me on how to work less hours and still do the same amount of business.  Of course, my ego immediately says NO WAY, you can’t do that!  How on earth would you ever get everything done in this business of real estate, especially with the current market?  I mean don’t you have to work harder and longer now, more than ever before just to stay afloat  in this market?

After letting this action item sit with me for a few days I ‘ve come to believe,  I don’t think we do.  I think if we really took on being Olympic with our time, service, and focus, we could create Olympic style results in real estate without necessarily working longer or harder.

Scott and I have always taught our clients to be efficient with their time and how to spend most of the day doing things that will create income for them. 

But, the idea of being Olympic with my time, really resonated with me.  I haven’t been able to stop thinking about it on a daily basis and find myself often asking myself, are you being Olympic with your time right now? 

I can’t stop imagining how great it would be if we as agents treated our business and the Olympians do.  How would we behave differently on a daily basis?  What would the possibilites for us be?  And our clients for that matter.

You know they practice for hours, they eat well, they have coaches and mentors and leaders.  They look at what the competition is doing and strive to do better.  They are fanatical about the results they produce.  They are careful about who they hang around and what they allow into their minds.  They educate themselves constantly on how to become better. 

They realize that mindset is one of the biggest keys to their wins.  Believing you can is more than half the battle. 

Do you think you can sell real estate Olympic style?  If you do, and you want to, I would like to invite you to join us for a course with some other top agents across the US who are committed to selling real estate Olympic style. 

Beginning on Monday, September 14th, How To Take More Expired and FSBO Listings.  In this six week course Scott and I will personally lead you on a one hour call each week where we’ll teach you exactly what I do and say to get more than 70% of my business from calling and mailing to expired and fsbo listings.  70% of 110 deals a year is A LOT of business guys. 

I want to be your coach, your leader and your mentor and simply share what has worked for me, and I promise, it isn’t that hard.  If you allow for the training and coaching and take it on, you’ll disvoer that it’s really quite simple and only a small shift in what you spend your time doing.

The cost is only $399 and that includes a copy of my Scripts CD, a $49 value giving you everything I say to the prospects I call each day.

Being in the course also allows you free access to my monthly business planning call where I share exactly what I do each day to sell an average of 110 deals a year.  This includes a question and answer at the end where you can ask me personally anything you want to help grow your business.

Please email or call us at 609-601-1296 or info@yourethedifference.com to reserve your space.

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

Change Is The Only Constant

Change Is The Only Constant

Over the last few months I have found myself really fighting the changing market.  You would think by now I would’ve simply accepted it as long as it’s been going on.  But, I’ve kept telling myself and my clients that it’s going to get better after this or that.  And, while it gets a little better it doesn’t seem to last.  In fact, my broker and I were talking the other day and he’s been in the business for over 30 years, I’ve been in for over 20, and we both agreed this is the most inconsistent and unpredictable markets either of us have ever seen.
Guys, I realize I’m not telling you anything that you don’t already know.   I am telling you in hopes that it will compel you to accept the change and embrace it as I have finally chosen to do.  My personal coach keeps telling me everything in life is a choice.  We can choose whatever we want. In talking with my coach each week I realized I have been playing the victim to the real estate market and the economy for a while now.  I actually have been trying to “fake” myself into believing I haven’t been playing the victim by continuing to grind it out day after day and thinking that it’ll go back to the way it once was.
Instead of continuing to play the victim, through many breakdowns I have come to realize that I have been fighting it and trying to hang on to the limb of the “old” days, and it’s time now to simply “be” with the new market conditions.  My coach told me to stop fighting the current and just flow with it.  He said I was hanging on to the tree limb while the waters of the river were rushing around me.  I thought, yea easy for you to say, and didn’t give it much more thought until experiencing mini breakdown after mini breakdown.
Then I thought WOW, that’s exactly what I’ve been doing, fighting the current of the changing market and economy instead of taking it on as I know I can do. Now, I have still sold over 40 homes so far this year despite the market so I’m still doing fairly well in most agent’s opinons.  To myself I am way off track and I found myself actually getting depressed, anxious, and irritable over all this day in and day out.    Finally, I’ve become sick of myself and on my own nerves with my mindset being in the tubes for so long.
There is still money to be made and people that need our help as professional real estate agents, now more than ever.  The market is choppy, unstable, uncertain, and our customers and clients need strong, professional agents who aren’t afraid of rolling our sleeves up and getting the job done to help them.
You know buying and selling a home is generally one’s largest single investment, and having the professional guidance through these uncharterd waters is actually invaluable to them.  Our job is to get out there and find the people that want and need to buy and sell and to educate them along the way.
If you’re afraid of reaching out to the pubic, I understand.  I have been doing it consistently for over 10 years now on a daily basis and I am still scared sometimes when I dial the first number of the day.  However, it works.  Ten years ago I moved to a brand new town where I didn’t even know how to get to the grocery store and back and sold 39 homes that first year by making phone calls, sending mail, and following up like my life depended on it.  The next year I sold 75, and from there forward I’ve been consistently selling an average of 110 homes each year.
I share my breakdowns with you because I want you to know I have no ego, and I don’t think I’m any more, better, different than the next.  I was simply willing to do what most aren’t.  My question to you now is… are you willing to be extraordinary?  Are you willing to do what the average agent is unwilling to do on a consistent basis?  If you are then I have the system, the scripts, and the skills to teach you and guide you.
My partner Scott Friedman and I have two courses begining in September designed to teach you exactly what to do and what to say to generate more business for yourself and to ensure a strong 3rd and 4th quarter. Don’t you belive that once the school year gets back in swing, we have a great window of opportunity as the fall market begins and we head toward the end of this year?
You have to MAKE it happen though.  It’s unlikely that tons of business will just fall in your lap.  You have to be willing to go out and find it.  There are more expired and fsbo listings now than ever before and I have gotten over 70% of my business from calling and mailing to expired’s fsbo’s.
Beginning in September I am going to co-lead a course with Scott sharing exactly what I do each day to get this much business from calling and mailing to expried listings.
It will take place in the form of a one hour call each week for six weeks.  The cost is only $399 and includes a free copy of my scripts CD which is me voicing all the scripts I use each day.  It gives you access to my monthly business planning call where I spend one hour sharing exactly what I do each day to sell so many homes each year.  It includes a copy of all the mailings that I send to expired’s and FSBO’s.  Just being in the course will help you increase your business and confidence.  If you would like to join us please call us at 609-601-1296 or email us at info@yourethedifference.com to reserve your spot.
The other course 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 clients give you.  If you don’t already have a copy of this book, please visit our website at www.yourethedifference.com to purchase your copy.
This course also begins in September and is called What To Say And How To Say It.  This is also a weekly one hour call for 8 weeks.  Scott and I will teach you how to powerfully and confidently handle any question and/or objection that you’re faced with.  We will teach you how to use NLP language patterns to close more deals as top sales people across the United States use all the time without us even realizing it to sell us millions of things.  We will teach you how to generate confidence anywhere, anytime.
We will motivate and inspire you to take action in your life and business and the cost is only $499.  This gives you access to the business planning call as well and a free copy of our Now What Do I Say? live role play CD which is myself, Scott and our co-author, Donna Fleetwood doing a live role play of 12 of the most common questions and objections we face.
Here are a few:
I want you to reduce your commision
Thank you but, I’m going to try FSBO
I want to start high and come down later
I’m going to list with a discount broker
Thanks for coming over, we want to think it over
Send me your card and I’ll call you
Buyer objections
We want to take it off the market
Surely knowing what to say and how to say it to these types of questions will help you close more business, won’t it?  Join us by calling 609-601-1296 or emailing us at info@yourethedifference.com
Please visit our website at www.yourethedifference.com for all kinds of free information, tips, ideas and blogs on helping you to increase your business.
If you would like to schedule a complimentary coaching call with myself or Scott Friedman, please call us at 609-601-1296 or email us at info@yourethediffernece.com
I hope you are on track to Making 2009 Your Year!

Christy Crouch