Objections Flashcards
What are the 4 steps to handling objections?
- Repeat
- Approve
- Ask Next Questions on Script
- Close
You’re the 50th realtor that’s called me.
50 calls! Ouch! Can I tell you why that’s so amazing? (Yes)
Did you know there are 15,000 realtors in San Diego and only 50 of us cared enough to give you a call? Isn’t that the kind of agent you want when you list your home?
We’ve decided not to sell.
Here’s what I know, _________. No one is on the market for 122 days without a good reason. What was your reason? Where were you going?
No one goes through the trouble of being for sale without a good reason. What was your reason? Where were you going?
I’m going to use the same agent. He worked hard.
–Oh I guarantee you they did. At the same time, if what they were doing worked, we wouldn’t be talking right now. All I’m suggesting is a fresh… perspective on what it’s going to take to get the home sold. You may decide after we talk you still want to go back with the same agent and that’s fine.
–I’m sure this other agent has done everything they can to get it sold and yet it still hasn’t sold. So obviously it makes sense to get another perspective on why… it hasn’t sold and I can do that this afternoon or this evening. Which would you prefer?
I’m going to take it off the market for a little while.
–I understand completely. Obviously, it sounds like if you could get this home sold tomorrow, you guys still want to go to Oregon, right? (Oh Yeah, we do.)
–Great, and of course, if you knew what stopped the home from selling, you would have already fixed it.
–So all I’m suggesting is let me just look at it from a fresh perspective… Okay, no obligation whatsoever. I just want to give you a fresh perspective of what I see could be done to get this home sold and get you to Oregon.
–How about sometime this evening? Would you be available?
Common Sense Close
Hey listen, it sounds like you still want to get the house sold and if you knew what it was going to take to get it sold, you would have already done that. Why don’t I just come by and give you a fresh set of eyes… there’s no obligation… I just want to give you a second opinion on what I think it’s going to take to get the house sold. I can swing by this afternoon or this evening. Which is better for you?
They were willing to cut their commission. Will you cut yours?
Here’s the thing. They didn’t charge you a dime because they didn’t get the house sold. The first thing we need to do is what’s it going to take to get the house sold and then we can iron things out from there. I can stop by this afternoon or see you this evening. Which is better for you?
We want to wait, take a breather.
–I don’t blame you and that may ultimately be what you decide you to do. But at this point, we need to figure out what’s it going to take, why didn’t the house and what’s it going to take to get it sold. Once you know that, you can wait as long as you want to put it back on the market.
–But like I said, if you knew why it hadn’t sold, you would have already fixed it. And it would have long been sold. Let’s figure out what needs to be done to get it sold. Now I can stop by this afternoon or this evening. Which is better for you?
The realtor is a family member.
Just curious, do you want someone who will get you the most money or is this something you’d rather have less money to keep the piece in the family?
We are going to use the same agent.
Do you feel they did everything they did to get your home sold? (Yes)
Why didn’t you show my home when it was on the market?
I appreciate your question. I get asked that a lot actually and it was nothing personal against your home. There are over 6,000 homes on the market right now and when I have a buyer, I show them the homes I have listed for my clients first as they are my priority. And for some reason none of my listings are right for my buyer, I have to choose 2-3 of the 6,000…
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…………………..
