Overcoming Objections

Types of Objections

• Stall
• Objection
• Condition

Why They Stall

• Fear of making the wrong decision
• Need time to figure things out
• Not sure of the direction
• Lack confidence
• Need time to rationalize purchase

Why They Object

• Time
• Money
• Confidence

Condition - Actual Reasons

• Don't have enough money
• Aren't sure of gift, bonus, etc
• Don't know where they'll live

When to Handle Objections

• Before they occur
• As they occur
• Never
• Only when necessary

Root Causes

• Price / Fees
• You / Company
• Marketing 
• Lack of Knowledge

Expertise - We SHINE

• Free continuing education
• Client advocacy
• Non-competing PMBs
• History of excellence
• Believe in yourself!!!

The Path

Agreement

• Don't argue
• Show empathy
• Cushion the blow

Get Feedback

• Ask questions
• Find out specifics
• Get to the WHY

Isolate It

• Show your expertise
• Everything is figure-outable
• Walk them through the process
• What will get them to YES
• Get them to commit

Demonstrate

• Walk them through the numbers
• Keep them talking
• Close them
• Be the professional

BUYERS

Common Objections

• Interview Other Brokers
• Timing
• Money
• Condition
• Approval

Interview Other Brokers

• New agents
• Veteran agents
• All agents

Not the Right Time

• What is stopping them NOW?
• Never a perfect time
• But always a good time

Money

• Price
• Interest rates
• Taxes

We Don't Like XYZ

• Neighborhood
• Schools
• Commute

Condition

• Home needs work
• Yard too big / too small
• Can't afford upgrades

Need Approval

• Show family
• Professional advice

PRACTICE

SELLERS

Common Objections

• Pricing
• Commission
• Marketing
• Interview Other Brokers
• Your Experience

Pricing

• Higher price from another broker 
• Wait until value goes up
• Start high, then come down
• Can't afford to sell for less
• Waiting for full price offer

Commission

• Reduce your commission
• FSBO to save commission

Marketing

• Print versus online
• Open houses
• Marketing over the holidays
• Passive versus active
• Get the house ready

Interview Other Brokers

• Friend/relative
• Other offices
• Teams

Your Experience

• You're too busy
• Don't work my price range
• Not enough experience
• Previous broker
• Homes in my neighborhood

PRACTICE

QUESTIONS