Being prepared for the questions and objections you’ll face is key to whether your customers and clients agree to work with you and more than that feel comfortable and confident that they’ve chosen the right agent.
Do you just generally answer questions on the fly or do you take the time to prepare, study, and practice the information consumers expect we’ll know the answers to?
I’m sure I don’t have to tell you in today’s market buyers and sellers are more educated about home buying and selling than ever before. We sure should be as their trusted advisor, shouldn’t we? So seriously, be honest with yourself and determine how much time you put into studying and knowing what to say and how to say it to take the best care of your folks.
After being in the business now for over 26 years I can honestly say this has been key in helping me get to the production level of selling over 100 homes a year. If we don’t feel at ease, comfortable, and confident then how can we expect our customers and clients to feel comfortable and confident with us?
Just like any other true professional we need to practice our skill. But for some reason, I’ve discovered that most agents don’t.
That’s where I come in, I’m here to help teach you, hold you accountable, and help you gain the confidence you need when answering questions and objections from your customers and clients.
Here are a few I’ve been practicing with my coaching clients over the last few weeks that seem to be coming up frequently. Which leads me to the fact that objections and questions don’t really change. The same questions and objections come up over and over again which is why practicing your answers will benefit you!
So you’re on a listing appointment discussing list price with the seller and they say, so what do you think we should price the home at? Obviously, this can go in many different directions depending on what you’ve discussed so far. Let’s just say for the purpose of this scenario you just sat down to discuss things with them and it’s the first thing they say after you’ve walked through the home.
That’s a great question and I know one of the most important to you as a seller. You know, you could line ten agents up and very possibly get ten different answers. Rather than me tell you what to price the home at let’s look at the comps together, determine the bottom line you’re looking to walk away with, how quickly you want to sell, and look at things logically through the eyes of the buyer and see where we land, sound good?
I generally stay away from being the one to advise about the exact price and instead let the seller come to the conclusion by educating them. We are very big about talking about stats which is another thing that will be good for you to practice and study.
At any given moment you should be able to share the following:
How many homes are for sale in your market
How many homes are under contract in your market
How many homes have sold and closed year to date in your market
The average sales price in your market
The average days on market for a home to sell
And the average list to sales price ratio
As a listing agent your job is to educate and inform the seller of these things and to lead them toward making an educated decision. Your goal should not be to go in the listing appointment and talk about yourself but rather to educate your potential seller about what to expect when selling a home.
Keep in mind the person asking the questions is the person in control of the conversation so the more questions you’re asking the better off. And you can easily change any statement into a question by adding a tie down at the end. For example; sound good? makes sense?, don’t you agree?, etc. Doing this keeps your customer or client engaged in the conversation by compelling them to respond with an answer as well.
So another objection my agents are getting once they list a home is why isn’t my home being shown?
And this is something you really should be educating your sellers on the listing appointment about so that later you don’t get this question. But if you didn’t and you get it here’s a response you can try:
That’s a great question! (Always acknowledge you heard them and agree with them on any question and objection by saying things like this) If I were you, I’d be asking the same thing. You know, the industry has changed so much over the last decade and where we used to have lots of foot traffic because this was the only way a buyer could see anything about the home, in today’s market buyers can see virtually everything about the home online. And just like everyone shops for everything else online, buyers are shopping for homes online as well. Essentially you are going through a two-step elimination process before a buyer ever walks in your front door. First online and the second in most cases buyers are driving by to see the outside and location before ever determining which homes they want to take the time to visit inside.
As an agent you should get to the point where these answers simply roll off your tongue like second nature. You shouldn’t have to stumble or think about it when consumers are looking to you for answers.
You can do this on your own by taking time out of your business to work on your business and write down all the questions and objections you are faced with and then write answers to them and then practice it over and over again until it naturally comes out.
Or if you’d like you can purchase our 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. You can purchase this on Amazon or directly from our website at www.yourethedifference.com.
And if you really want to sharpen your skills and take things to the next level, join us for the upcoming six-week course, What To Say & How To Say It where I’ll lead a group of agents through 6 one hour calls on answering questions and objections. In this course, I’ll reveal the use of language patterns, communication skills, ways of being, and exactly what to say but more importantly how to say it to have your customers and clients feel comfortable, confident, and secure with choosing you as their agent.
The cost is $200 for the entire course, you know that’s only $33.00 a call to learn exactly what I’ve said to continuously participate in selling over 100 homes a year for the last 26 years.
If you’d like to join us email firstname.lastname@example.org and simply say I’d like to join the What To Say & How To Say It six-week course and we’ll get back with you to get the details taken care of.
The course will begin on Wednesday, June 6th and will run every Wednesday for 6 weeks from 2:00-3:00 EST.
I hope this was helpful and hope to meet you in the course!
“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 has been in the real estate industry since 1991 and is still an active Realtor in Virginia with RE/MAX and leads her team of 4 in selling 100’s of homes a year after year. Christy has participated in closing thousands of transactions during her career, was inducted in the RE/MAX Hall of Fame for her production, awarded with an excellence award from RE/MAX International for being in the top 10 for the Central Atlantic Region, The Lifetime Achievement Award for production and longevity with RE/MAX. She recently received the Chairman’s Club award from RE/MAX, is in the top 2.3% of her marketplace, the mother of two adoring children who are involved in Soccer, Marching Band, Boy Scouts, and both honor students. Christy is a runner, cyclist, Spartan racer, and enjoys reading, writing, and spending time with her family in her free time.” Visit more information at www.yourethedifference.com or email email@example.com.