Don's Objections. Flashcards
Will you reduce commission?
You typically don’t get more/better by paying less.
I’ve already promised the listing to another agent.
I appreciate that you’ve already promised the listing to another agent and I’m curious, if you found out right now that the decision to hire that agent wasn’t your best choice, would you do the right thing for yourself or just go ahead and hire them anyway? I hope you would do the best thing for yourself, because that’s what I want for you and it’s exactly the reason we should get together before you sign up for six months with the wrong person. What works best for you, today at 3 or 5?
I’m going to use the same agent.
Checkmate Close:
I can appreciate that and let me ask you this. Do you feel they did everything they could possibly do to get your home sold? (Yeah, I think they did). I’m sure they did. I’m sure they’ve done everything they could do. They’ve called everyone they could call. They’ve done everything they could do and yet the house still hasn’t sold. It sounds like you could use a second opinion or a fresh approach. Why don’t I stop by at 3pm or 5pm?
(No they didn’t) I can appreciate that. So if they didn’t do everything they could to get your house sold, it sounds like you could really use a second opinion or a fresh approach to determine just what needs to be done to get your home sold.
Bring me a buyer and I’ll pay you a commission.
I can appreciate that you just want me to bring you a buyer and you’ll pay my commission and I would like to do a lot better than that. I’d like to bring any potential buyers I have and also get all the other agents to bring their buyers. I’m sure you can see how that will get you the best choice of buyers with the highest bids. Don’t you agree? Great. I can meet with you this afternoon at 3 or…………………..
We don’t want to make a decision tonight.
I understand that you don’t want to make a decision tonight and I just have a couple of questions, OK? Are you satisfied with the price and terms I have recommended for your listing? (Yes) Great! Do you have any question that I can sell your home in a reasonable period of time and be able to get you top dollar? (No doubt) Excellent! I respect that you don’t want to make the final decision until you sleep on it, so lets do this. Let’s go ahead and sign the paperwork. I’ll call you tomorrow morning. If you still feel good about it, I’ll get started right away getting prepared to sell the home with no delays. If you decide not to go forward, I’ll simply tear up the paperwork and we’ll both move on. Doesn’t that make sense?
I’ve already made a final decision
What specifically causes you to believe…
I want picture ads every day until it sells.
I can appreciate you want picture ads every day until it sells it what it sounds like is marketing is very important to you, right? (Yes) Exactly, and I do one better for you. I market your house on 100’s of websites and get to actually track the most successful ones. What that does is drives as much traffic as I can to you home. That is what you want isn’t it?
Do you know what the first two things realtors look for when deciding what properties to show?
(only discuss in person) - They are going to look at 2 things. They have 20 properties in front of them and they are trying to pick the homes they want to show their client. The first thing they look for
We think 4% commission is enough.
What do you do for a living? I’m in sales. Salary plus commission. If you could sell product A, B, C that pays salary plus commission and products D, E, F that only pays salary, which ones are you going to be more motivated to show?
Well
Do you ever talk about Commission over the phone?
Heck no! Never, ever, ever. - I find it best not to talk about commission until after we’ve met in person.
(On the phone) Will you reduce your commission?
I’m happy you brought that up because as many people know, commissions are negotiable. When I meet with you, I’m going to show you the recent sales, where you’ll see what people are paying.
(after showing them each Sold listing where it shows the commission offered, this one shows 5%, 5%, 5%, 6%, 5%, 5%) You can see what others are paying here and what you’ll be competing with. Seeing these, what commission do you think makes sense to use to sell your home?
I’m going to recommend you listing at 5% because everyone is paying 5 or 6%.
