Objections Handled Flashcards
Proficiency handling objections
We want to only give you a 30 / 90 day listing.
I’m sorry … I won’t do that … ____ months is our company policy … therefore … all we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? Sign the contract …
We were thinking about (X) company or we’ve never heard of your company.
I can understand your concern … and I think you realize a company doesn’t sell a home … it’s the individual agent’s activities …
Do you feel I can sell your home? Terrific!
All we need to do now … is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? Sign the contract…
We’ll save the commission by selling it ourselves.
I agree you can save the commission by selling it yourself … are you aware that today over _______ homes are for sale … last month only ______ actually sold … that’s a _____ month supply of homes … if no other homes come on the market … and … last month _____ homes went on the market! (Wait for answer)
And what’s worse … is the fact that only 2% of all For Sale By Owners sell themselves … and 98% are listed and sold by Real Estate agents … Can you afford to have only a 2% chance of selling your home?
Let’s do the right thing… and simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract!
Let’s list high, we can always come down later.
I understand you want to list high …to leave room for negotiating … and have you considered the problem that creates for you?
Most people won’t even bother looking at properties that are priced too high … would you rather have a bidding war on your home … or not have an opportunity to negotiate any offers at all?
All we need to do now … is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract.
We want to think it over.
That’s great … and since three minds are better than two … let’s think out loud … together … tell me … what are you thinking about?
We want to sleep on it.
You’re right … this is a big decision … isn’t it?
Yet … the decision must be made based upon what you want … correct?
Let’s do this … sign the contract tonight … contingent upon your approval within 24 hours … that way we both win … can I tell you how?
You have 24 hours with no pressure … so you can … feel comfortable … and sleep on it tonight … then I’ll call you in the morning … and you simply … tell me yes … or no.
If you say no … I’ll rip up the contract … and you have no obligation … if you …say yes … I’ll begin marketing your property immediately … either way …
All we need to do now … is simply sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract.
I have a friend in the business.
I can appreciate that … and almost everyone does … so let me ask you … do you absolutely have to … sell this home … or …are you just looking to do your friend a favor?
Obviously … you had me out for a reason … right?
Do you feel I can sell your home? Terrific!
All we need to do now … is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract.
Another agent said they could get me more money.
I can appreciate that … and what you probably don’t understand is this…
An agent that will … list your property … overpriced … assumes they can take the listing now … and then start beating you up on the price … week after week after week after week … is that what you want? … Who would?
They’re afraid to tell you the truth … up front …______ … do you want the truth? Of course you do.
Let’s do the right thing … and simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract.
You haven’t sold any homes in my area.
That’s a valid concern … the obvious reason you’ll … choose me now … is that my company has homes for sale all over the community …
Meaning … when you … sign the contract tonight … we can expose your property to potential buyers from all over the area … do you realize how important that kind of exposure is?
Now … isn’t that what you want? … Of course it is …
Therefore … all we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract.
What do you do to sell homes?
That’s a valid concern … and let me ask you … are you aware … that there are two kinds of Real Estate agents?
There are passive and active … I am an active agent … meaning … when you … sign the contract tonight … I will spend my time actively marketing your home to the public … and … to the other active agents in town … isn’t that what you want.
You want someone … who will work actively … and aggressively … to get your home sold … right? Terrific!
All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract.
We want you to cut your commission.
No … any other questions?
Sign the contract.
The other agent said he / she would.
I can appreciate that … can I tell you why that makes me nervous? If other agents do not have the courage … to stand up to you … regarding their own worth … how strong could they possibly be … defending you … and the price we set for your home? ________ I have that courage … do you feel I can sell your home? (YES) Terrific!
All we need to do now … is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
Sign the contract.
