Objections

Question 1

Another agent quoted a lower commission

Answer 1

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Question 2

Another agent appraised a higher price

Answer 2

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Question 3

We think our property is worth more

Answer 3

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Question 4

I am a local in town, I know the markets

Answer 4

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Question 5

Advertising is a waste of money, people will just search online for what they want

Answer 5

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Question 6

Professional photos are not needed for commercial property

Answer 6

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Question 7

I don’t want to lower my rent

Answer 7

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Question 8

You are new to the industry and have no experience

Answer 8

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Question 9

Have you actually sold a property before

Answer 9

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Question 10

You sound like you are selling a home and have no idea how to sell a commercial property

Answer 10

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Question 11

Why do you charge a document handling fee?

Answer 11

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Question 12

Why are your commission rates the highest?

Answer 12

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Question 13

Why won’t you accept a shared listing?

Answer 13

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Question 14

Other agents accept shared listings, why won’t you?

Answer 14

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Question 15

Why do you need my ID?

Answer 15

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Question 16

Why do you need a 3 year MA?

Answer 16

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Question 17

Why don’t you advertise in the newspaper?

Answer 17

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Question 18

I don’t believe social media works for commercial real estate

Answer 18

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Question 19

Why does your business have so few properties managed?

Answer 19

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Question 20

Other agents said you are not skilled enough

Answer 20

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Question 21

Other agents have a larger database

Answer 21

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Question 22

Enquiries usually start with the largest office in town

Answer 22

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Question 23

Your boss has a bad reputation in town

Answer 23

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Question 24

It doesn’t take any more effort to sell a $1m property than a $100k property

Answer 24

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Question 25

Find me a buyer first then I’ll list with you

Answer 25

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Question 26

Requesting the client pays for advertising doesn’t show much confidence in what you do

Answer 26

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Question 27

The market is slow, how can you expect to get results

Answer 27

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Question 28

You seem too young and inexperienced

Answer 28

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Question 29

I’ve worked in real estate before, I know what I’m taking about

Answer 29

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Question 30

Next door is leasing for $X amount, why can’t you achieve that?

Answer 30

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Question 31

I’m not interested in selling or leasing

Answer 31

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Question 32

I don’t want to receive any more information from you

Answer 32

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Question 33

Why are you asking me what I want, shouldn’t you know how to proceed?

Answer 33

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Question 34

Another agent said bad things about you

Answer 34

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Question 35

Can you give me a general estimate of price?

Answer 35

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Question 36

How are the markets going?

Answer 36

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Question 37

I want to wait until the markets go up before I sell

Answer 37

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Question 38

Why so much paperwork when other agencies can sell my property for half the trouble?

Answer 38

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Question 39

Is a driver’s license enough ID?

Answer 39

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Question 40

What if I can’t get my directors to sign?

Answer 40

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Question 41

Can I sign a 12 month contract rather than a 3 year?

Answer 41

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Question 42

Can I negotiate an exit clause that allows me to move agents if I’m not happy?

Answer 42

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