Objection Scripts Flashcards
Objection Script 01 (Ben Kinney)
Objection: What do you charge?
Answer: Would it be ok if I explain how commissions traditionally work before we decide on the exact fee? Pretend that 6% is charged to a seller right off the bat. We offer half, or 3%, to the agent who represents the buyer. That leaves me 3%. I pay around 1% to the brokerage for our physical location, insurances, legal assistance, and national / international exposure, then we invest about 1% into the marketing and servicing of our listings, which leaves about 1% for me to live on, feed my family, etc.- and even that I have to cut in half again for taxes and additional fees. Does that better help you understand the value of our listing services?
Objection Script 02 (Ben Kinney)
Objection: I think this sounds great but we still have another agent to interview.
Answer: I completely understand. However, a few minutes ago you agreed that no one has ever shown you a marketing plan like ours, and you seemed confident this could sell your home quickly for the most money. Why don’t you let me call the other agent to let them know you decided to list with me, and they can still bring a buyer and get paid the full commission? That way you don’t have to sit through another one of these and we don’t take that agent away from their family and business when we already have a solid plan. Sound good?
Objection Script 03 (Ben Kinney)
Objection: I see a lot of “Agent Name” signs around.
Answer: That is what happens when you don’t sell homes very quickly.
Objection Script 04 (Ben Kinney)
Objection: What do you charge?
Answer: I only charge X percent for listing, marketing, and selling your home. We just need to figure out what we would like to offer to the agent that represents the buyer. Normally for me it’s X, Y, or Z. Which one do you prefer?
Objection Script 05 (Ben Kinney)
Objection: I want to wait to sell or buy.
Answer: Great, so what I’m hearing is you want to wait? How long do you want to wait? You know what ____ (name), just like Christmas snuck up on us so quickly last year, ____ (month they are waiting until) is going to be here just as quickly. Why don’t we get together, spend about 20 minutes, and have a discussion around your timeline, goals, and formulate a plan for you and your family so you are ready. Do weekends or weekdays work better?
Objection Script 06 (Ben Kinney)
Objection: We’re not paying more than 4%.
Answer: You know what? That sounds reasonable to me. We have a variable rate commission that ranges from 1-6%. That depends on if you find the buyer or we find the buyer, and if we have to bring in another agent it could be a little bit higher. Does that sound reasonable to you? Great!
Objection Script 07 (Ben Kinney)
So what I’m hearing is ____ (objection). That’s exactly why we need to meet - so we can go over ____ (solution to objection) and talk about why so many families choose us to help them with their real estate needs. Do afternoons or evenings work better?
Objection Script 08 (Ben Kinney)
Objection: I want to go with the listing agent.
Answer: Let me ask you a question - if someone T-boned you in a car accident, would you use their attorney? Same idea, yet different circumstances. Let’s get together and talk about the importance of proper representation! Do afternoons or evenings work better?
