Intertec™ Stalls & Objections

Question 1

Cancel Competitive Appointments – CCA

Answer 1

If you have any other appointments scheduled, please let me cancel them for you.
Here’s why: If you keep the appointment and they do not get the listing, they could be so disappointed they won’t try to sell your home. But if I call them, I can give them first hand information and give them a head start on finding a buyer. Does that make sense?

Question 2

No Hurry

Sellers say they are not in a hurry.

Answer 2

How soon do you need to (or want to) have this home sold? 90 days.
Right now, the average time to sell a home in this area is, ______ days. That’s ______months.
Add to that … the average time to work through closing or escrow is 30 days.
That makes ____ months. You need/want the sale in 90 days?
We are already behind schedule.

Question 3

XYZ Has a Buyer

(Sellers tell you another agent claims they have a potential buyer.)

Answer 3

Terrific!! Excellent! We work together through the MLS. List your home with me. I’ll call the other agent right away. If their buyer buys, you get a quick sale! If their buyer does not buy, you get all my services. You are in a win - win situation!

Question 4

You’re Too Pushy

Seller says you’re too pushy /persistent.

Answer 4

Two weeks from now … we have a young couple who needs a home … likes your home … wants your home … and qualifies to buy your home … scared to death to make a decision.
At that point in time … what kind of a salesperson would you like to have representing you … one who can encourage them to buy … or one who collapses with them?
You want a pushy salesperson, don’t you? Press hard, and the second copy is yours!

Question 5

X Dollars Regardless

Answer 5

Many people feel a house will sell for X dollars … regardless of who sells it. That’s not true. Statistically, real estate firms get more for homes than owners … and some real estate people get more for homes than other real estate people.

Question 6

X Time Regardless

Answer 6

Many people feel a home will sell in time … regardless of who sells it. That’s not true. Statistically, real estate firms get faster sales than owners … and some agents consistently get faster sales than other agents.

Question 7

X Reason

Answer 7

You must have some reason for feeling that way … may I ask what it is?