Here are a few objection handlers for when you’re on listing appointments that I wanted to share from out book, Now What Do I Say? a collection of more than 400 answers to over 70 of the most common questions and objections we face in the business on a day to day basis.
We know we’re going to get questions and objections both in person and on the phone when working with our clients. The key to overcoming them and doing more business with ease is being prepared with competent and confident responses. The sellers and buyers are looking to us as the professional to guide them through the process. Part of being a professional is knowing your service or product, being prepared, and professionally showing up and presenting. I hope this will help you.
So you’re on the listing appointment and the seller says We’ll think it over and get back to you. Obviously if you can take the listing now it saves you time, money, and gas. And removes the possibility of another agent coming in and taking the listing from you so whenever possible you want to take the listing on the first appointment and not have to go back, right?
So you could say:
Of course you do, after all this is a big decision. And since I’m here and three minds work better than two, lets think about it out loud together now so I can answer all the questions and concerns you may have. Tell me what’s your biggest concern or hesitation with going ahead and getting it on the market tonight?
or you could say:
Of course you do, after all this is a big decision. And since I do this day in and day out for hundreds of families year after year, let’s think this through together now to ensure you’re making the right decision, okay?
Or a third option:
I can appreciate that you would want to think it over. Why don’t we go ahead and sign the contract, and then I’ll leave it here for you to look over and discuss tonight. If all looks and sounds good and you feel comfortable and confident that I can get the home sold I’ll pick it up tomorrow when I bring the sign and lockbox and we’ll have it on the market before the weekend, sound good?
Another objection you might get is, The other agent said they could get us a higher price:
You could say:
I can see that the other agent would tell you that because most of them are afraid to tell the truth. It takes being quite strong to tell you what you don’t want to hear and stand to lose a listing vs telling you what’s easy and what you want to hear, does that make sense? I’m not looking to just take another listing, I’m looking to be honest with you and tell you what it’s actually going to take to get your home sold vs just listed like the other thousands of homes that are sitting on the market right now. That is what you really want isn’t it?
Of course they said they could get you a higher price, because that’s exactly what some agents do. It’s called “buying” the listing. They tell you a price that’s high so you’ll list with them so they have a sign in a yard and something to advertise. Did you know that they can actually pick up leads just from having your house for sale? It will create ad and sign calls from buyers that they can help sell a home to if yours doesn’t work for them. It’s great if I pick up buyers but that’s not what I’m looking to do. I’m looking to take care of you by telling you what it’s honestly going to take price wise to actually sell your home in today’s market.
If these don’t resonate with you take on writing your own. The key is being prepared and not being caught off guard. The more you prepare and practice the bigger your business will be.
If you’d like more objection handlers like these, please visit our website at www.yourethedifference.com to order your copy. We have it available on our site as an instant downloadable E Book and on audio where you get to not only discover what to say but how to say it as each of us voice the objection handlers that we wrote. If you prefer you can also purchase the published version from Amazon.com
Don’t forget about the upcoming expired and fsbo course that begins in January, here is the description:
Discover how Christy was able to grow her business from 0 to 35 deals her first year in the business in a brand new town where she didn’t know a soul. 95% of her business this first year came from working expired and fsbo listings.
Learn how she perfected and streamlined the scripts, the follow up, the mailings, and the objection handlers to grow her business from 35 to 140 deals a year in less than 5 years.
Beginning on Thursday, January 10th 2013 Christy will lead a six week tele course sharing exactly what she does and has learned. She’ll spend the first three weeks on Expired listings and the second three weeks on FSBO’s.
The cost for the course if you sign up before December 31st is only $149, after that it’s $199. And if you sign up before the end of the year its a tax deduction for you so you save money in two ways!
The course includes her scripts audio program which normally sells for $49. Each call is one hour long and will run from 12:00 to 1:00 EST. The course traditionally fills up quickly so please email us if you’re interested at firstname.lastname@example.org
“Christy Crouch is the co-founder of You’re The Difference Sales & Life Coaching, co-author of the highly acclaimed real estate objection handler book, Now What Do I Say? a collection of more than 400 answers to over 70 of the most common questions and objections faced in the real estate industry. She is still an active agent in Virginia, has participated in closing thousands of transactions in her career, was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace. Her goal is to share what she’s learned with other agents to support them in having a highly successful real estate sales business while having a happy and balanced life. To learn more about her coaching and products please email her at email@example.com or visit her website at www.yourethedifference.com