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How To Handle Every Objection

  • By: Matt Milia
  • Published: March 16, 2018
How To Handle Every Objection

We’ve all heard them. Heck, me might have even used some of these same lines when we had door-to-door salesmen, prospecting phone calls from folks we weren’t expecting, or even with overly pushy car salesmen. It’s the oft dreaded objection.

“I have to talk to my wife”, or, how about, “I have to sleep on it. If it’s a good idea today, it’ll be a good idea tomorrow!”

Objections are a salesperson’s worst nightmare… or their greatest ally. By being able to articulate your value while overcoming your prospect’s objections, your sale is all but guaranteed. And, even most agents don’t want to admit it, a big part of being a real estate agent is sales… and a big part of sales is objection handling.

So here it is… the top objections and a seamless script to be able to adapt to any situation.

“Just Bring Buyers…”

Of course, I’d love to bring you some buyers; however, the last thing I want to do is it bring people who aren’t qualified to your home, so can you tell me a little bit more about the house?

“Why Are You Asking These Personal Questions? I Don’t Feel I Need To Disclose This To You. (Expired)”

I completely understand, and I don’t want to get too personal, but I’m just trying to help you achieve your goal. So, initially, what was your goal in selling your home?

“I Am Going To Work With A Realtor I Already Know…”

I appreciate that you’re comfortable with another agent, but let me ask you something…wouldn’t you agree that your home is one of your biggest financial assets? (Yes) I absolutely agree as well, and while I’m sure this other agent has your best interest at heart, how effective would you say, has his/her marketing strategy been in the past? (bla, bla )

Ok, fair enough. Basically, all I’m saying is that our system has been proven to net our clients more money, as well as sell virtually every home we represent in less time, so I’m just suggesting that it wouldn’t be a bad idea to have two good options instead of just one. I mean….what’s the worst that could happen, right?

“I’m Getting Hassled With Calls And I’m Sick Of It!”

I totally understand, and I’m sorry to hear you’re inundated with so many calls but, let me assure you, I’m not trying to sell you anything. I just want to figure out a little bit more about you and your goals. I’m sure you initially had an objective, whether it was based on money or a time frame, when it came to selling your home. What was you ultimate objective?

“Are You Just Calling To Get A Listing?”

That’s a great question, but I’m not even sure yet if your home is a good fit for our system, so I’m just calling to find out more about you and your home selling goals… (pivot)

“I Want To Go FSBO…”

Oh, I can totally appreciate that. Are you wanting to market the home yourself so you can save on agent commission fees? (yes) Well, what if we could show you a way where you can still get your asking price, even after our commission? We’ve done this for many of our clients who were originally FSBO’s just like yourself. This way, after everything is settled, you’ll still put the money you want in your pocket, without worrying about all of the annoying details, like marketing, negotiations, tons of paperwork, and stuff like that. I mean, that’s at least worth hearing us out right?”

“Why Didn’t You Bring A Buyer?”

You know, that’s an excellent question and I’m glad you brought it up. Unfortunately, when your home was on the market, we didn’t even hear about it, and we PRIDE ourselves on keeping an active eye on the market and knowing every home that hits.

So, let me ask you something: do you feel like the agent did everything in their power to market it correctly? Based on the pictures I’ve seen, it looks like an amazing home. Why do you think it didn’t sell originally?

“I’m Still Working On The Home…”

Oh, I totally understand, but let me ask you this: .If you could get your price and without making ANY improvements, would that be ok? (yes) Super. Additionally, we also have a “Coming Soon” listing program where we can give you the time you need to complete your improvements, and still not miss out on the interest from buyers who would be willing to wait to see your home. Plus, do you know what that does? (what?) It increases the likelihood of you getting a higher price for your home.

“We Want To Wait Until Spring”

Oh okay. So, are you looking to just list your home in Spring or have it sold by Spring? (bla, bal) Ok. But would you consider an earlier move if we could get you a higher price? (yes) The reason I ask is that everyone is thinking the way you are, waiting for the Spring to list. But ultimately, what that does, is flood the market with homes in the Spring, so buyers have the luxury of moving from home to home low balling offers until someone bites.

However, the buyers looking for homes now are the opposite. They are serious buyers with less homes from which to choose, translating to a higher price for your home.Time is really of the essence. So tell me, have you done any updates to the home recently?”

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