Top 10 Objections Handlers

1. “I have to keep my promise to a friend or previous agent I talked to/bought the home from.”

“That’s great, I can appreciate your loyalty and that is a quality that I respect in people …

So I’m curious, let me ask you this …

Has there ever been a time when you decided to buy something or do something and because a friend said, hey no problem, when you need help, I can do it and in the end, because you didn’t check around, you really didn’t get what you wanted … have you ever been there before?” (Yes)

“Well this time is just like that time, and with that in mind, I’m sure you can see the importance of having me over just to give you a second opinion … that wouldn’t hurt anything, would it?”

2. “We are waiting to see if our loan modification goes through.”

“That’s great … let’s start premarketing the home as coming soon while you’re waiting.”  If your modification goes through, you stay put.  If for some reason it does not go through, well will have a list of buyers ready to make an offer”

3. “You’re too busy, you have so many listings, we want someone that can give us the attention we deserve.”

“It’s funny that you say that … Benjamin Franklin said, “if you need something done, ask a busy person.”

Level Shift:      

“I can appreciate that and you probably haven’t had a chance to think about the advantage I have over my fellow agents in town.

You see, the more listings I have the more signs I have on the street.  The more signs I have on the street, the more calls I get from buyers … and, of course, most of those buyers don’t buy the home they call about and many will be interested in your home.

If you were a buyer would you want to talk to an agent who had 2 homes for sale or 50 homes for sale?

Can you see the advantage of listing with an agent that has 50 or more homes for sale?”

Tom Ferry - Success Summit