Can you remember a time when a potential client said something that completely stopped you in your tracks?
You know what I’m talking about…
Let’s say you meet with homeowners who were thinking of selling their home … and they ask you to cut your commission to 1% … what would you say?
Here’s the thing … you’re SUPPOSED to get objections in real estate.
In fact, top producers will tell you that they not only expect objections, they look forward to them!
The key here is to build your skills and learn the scripts necessary so that you can become BULLETPROOF and overcome any objection!
Here’s five scripts to help you overcome the most common objections in real estate:
OBJECTION #1: “Will you cut your commissions, other agents will?”
“You know, you’re right, there are a lot of desperate agents out there and I’m a little concerned … can I tell you why?”
“Do you own anything more valuable than this home?” (No)
“Could you say that it is your most valuable possession?” (Yes)
“If an agent is so desperate that they are willing to broadcast the fact that they don’t think they have value as a Realtor, then I’m confused.”
“Is that the type of person you want sitting across from the negotiating table trying to negotiate you a better price?”
“We are talking about a person who has already admitted that he or she doesn’t even see value in himself or herself.”
“Is that the type of person you want to represent you in the most valuable transaction of your life?”
“Good. If that was the case, then I should not even come over, considering I work 14 hours per day and my assistant works 8 hours a day to get your home sold and that’s very valuable…don’t you think.”
Note: the more conviction you have, the less you will get this objection.
In fact, your prospect will now begin looking for ways to exploit your weakness.
I would interpret this objection as your prospect telling you … I don’t think you have any value … so you better prove it to me.
“They may feel they are worthless.
If they will reduce their price at the listing table, what will they do at the negotiating table? I will be tough and professional on both my fee and the price, particularly at the negotiating table.”
“Commissions aren’t negotiable with agents that sell homes daily. They are only negotiable with the realtors who don’t believe in the service that they offer.
Now you told me you had to be gone in 90 days, right? You need a strong service agent that sells homes right?”
OBJECTION #2: “We still need to interview one more agent”
(Even after they promised you were the last)
This is not the real objection. They are saying to you … ”We don’t see why we should pay you money to sell our home … that’s why you should leave.”
We must flush out the real objection. Start like this:
“You know … I can appreciate the fact that you want another opinion, and the fact I was told that I would be the last agent interviewed only tells me one thing?”
“Can I share it with you?” (Yes)
“Somewhere, somehow, I have not completely convinced you that I can sell your home”
“So tell me … What is it, specifically, that is stopping you from putting me to work tonight?”
This should get the real objection.
“I can appreciate that before we met today, that you set up another appointment with another realtor.
I’m sure you will agree that my qualifications will be tough to beat. Let’s get your home on the market tonight. I’ll be happy to call the agent, cancel your appointment and it will be one less delay in getting your home sold”
“Agents work together.
I will call him tonight and let him know that we listed the home and we will give him the first shot at it with his buyers before we put it in the MLS.”