Objection Handling Flashcards
Objection: We’re jsut going to keep the property rented out.
“Well, I know you had mentioned Sue, renting the property out. If selling was still an option and financially it made sense and you got the price and terms that you were looking for, would you prefer it be gone? Would you prefer to cash out or would you prefer to be a landlord and manage a tenant forever?”
Objection: “Interest rates are too high”
“Yeah you know what rates are high but if you knew that there was an advantage to selling now rather than waiting for later despite the high rates, I mean is that something you’d even want to know about?”
Objection: I don’t want to sign a listing agreement right now
“Sure, and I totally respect that and listen, I don’t want to agree to anything either. I just, I didn’t know if maybe it would be helpful for you guys to just have another strategy if in the off chance that letter of intent didn’t come through, I just didn’t know if that would even be helpful for you guys or not.”
Objection: We’re not selling no matter the price
Okay so just so I’m understanding this clearly, if I find a buyer who is willing to pay what you want or more for your home, you do not want me to bring them by. Am I hearing that right?
Objection: “Will you lower your commission?”
Option #1: Price is what you pay, value is what you get
- Great question, I’m glad you brought that up…
- Obviously you want to make sure that you put as much money in your pocket as possible, right?
- Commissions are 100% negotiable and that’s why I have my performance based compensation structure which I’ll show you when we meet… Can I just clarify something with you really quick?
- Which is more important to you, hiring the cheapest agent or hiring an agent who you feel can sell your home for the highest price and net you the most money in your pocket?
- Because here’s the truth, if you’re looking for the cheapest agent, I’m not the agent for you, but if you’re looking for a professional to maximize the highest selling price for your home, then I think it’s worth us having a conversation, I think you’ll get a lot out of our meeting, and from there you can decide if working together makes sense or not, seem fair?
- Because let’s face it, you wouldn’t hire me unless you felt 100% confident that I was the best agent to handle the sale of your home, right?
Objection: “Will you lower your commission?”
Option #2: Red Flag
- Great question, I’m glad you brought that up…
- Obviously you want to make sure that you put as much money in your pocket as possible, right?
- Because…Commissions are 100% negotiable and that’s why I have my performance based compensation structure which I’ll show you when we meet… Can I just clarify something with you really quick?
- Would it be fair to assume that you’d like to hire an agent who you knew was a strong negotiator, someone who’s going to fight to get you the best possible deal for your home, especially when you’re not around to hear what they’re saying?
- Here’s my question, if an agent demonstrates that they are quick to discount their own income out of desperation, how likely is it that they might do the same thing when negotiating offers on your home when you’re not around?
- Because here’s the truth, if you’re looking for the cheapest agent, I’m not the agent for you, but if you’re looking for a professional to maximize the highest selling price for your home, then I think it’s worth us having a conversation, I think you’ll get a lot out of our meeting, and from there you can decide if working together makes sense or not, seem fair?
- Because let’s face it, you wouldn’t hire me unless you felt 100% confident that I was the best agent to handle the sale of your home, right?
Objection: “Do you have a buyer?”
- Agent - I’m glad you brought that up, and, do you mind if I ask a quick question before I answer that?
- Prospect - Sure…
- Agent - Would you be totally opposed to the idea of multiple buyer’s interest in your home if it meant more money in your pocket?
- Prospect - Of course not…
- Agent - Then could make a quick recommendation?
- Prospect - Sure…
- Agent - If I could show you a plan to get multiple buyers interested in your home at the same time so that you can get the most money and get to…(insert motivation for selling), then, would it be a complete waste of our time to meet…because let’s face it, you wouldn’t do anything unless it made sense, right?
Objection: “We’re going to use the same agent/friend in the business”
“Absolutely, and hey, I totally respect that. I’m just going to be completely honest with you here. Obviously, in a perfect world, I would still love to have the opportunity to earn your business, and so when the time is right to sell, would you be open to interviewing other realtors or are you obligated to your cousin?”
Objection: “Do you have a buyer?”
A - “I’m glad you brought that up..
R - That was actually the reason I was calling, can I ask you something about that
before I let you go?
P - Would you be totally against the idea of having more than just one buyer
interested in your home… I mean…if it meant you’d got the price you were looking for
or more?”
Objection: “We’re going to wait/not selling any longer”
A - “Makes sense with how crazy this market is…
R - “Listen, before you hang up, can I ask you a quick question about that?
P - “If you got an offer on the home with the price and terms you wanted or more, is
that something you’d be totally opposed to at this point?”
Objection: “We’re not going to list it with a realtor”
A - “Makes sense and you shouldn’t have to in this market…
R - “Listen, before you hang up, can I ask you a quick question about that?
P - “If for some reason, 30 days goes by and you’re unable to sell it on your own and
I’m sure that won’t be the case, then at that point would you be totally opposed to
potentially interviewing agents to help you get the home sold?”
Objection: “What are you going to do differently than other agents?”
A - “I’m glad you brought that up…
R - “and listen, before I let you go, , can I ask you a quick question about that?
P - “Because all my clients tell me that I do business completely differently from
other agents which you can be the judge of that, I’m curious, if I could show you a
plan that resulted in your home selling for the price you wanted or more, would you
be totally against giving me the opportunity to earn your business?
Objection: “How much do you charge?”
A - “I’m glad you brought that up…
R - “and listen, before I let you go, , can I ask you a quick question about that?
P - “I have a performance based compensation plan where I only get paid if you get
the offer you’re looking for or more so I was curious if it would be a complete waste of
time if we got together and discussed my plan to get your home sold?”
