Answering the Tough Objections

1
Answering the Tough Objections
2
The Most Asked Objections

• I want to speak to another Company
• I have a friend in the business
• XYZ company will charge less commission than you
  do
• I believe I can get a higher price than what you
  are suggesting
• I dont see many of your signs or company signs
  in this area

3
I want to speak to another company

• I can appreciate the fact that you want to
  compare. Are you satisfied that my marketing
  strategies could effectively market your Home?

4
I want to speak to another company

• If you feel I could effectively market your
  home, why would you want to bring 2 or 3 top
  sales people and have to tell 2 of us that we are
  not good enough.
• If you reject someone, how excited are they to
  come back to show your home. Under my plan we
  already include the other companies to get you
  top dollar. Lets work together.

5
I have a friend in the business

• You can answer this objection very much like the
  first one or try the next one.

Since you feel my marketing plan could
effectively market your home, would you let me
include your friend in my plan and pay a bonus to
him/her. Lets get the listing signed and Ill
take care of all the details with your friend.
6
XYZ company will charge less

• Since you feel my marketing plan could
  effectively market your home, it sounds like you
  are most concerned about getting
• the lowest commission, is that right?
• What part of my marketing plan would you
• like to eliminate to reduce the commission
• for you.

7
XYZ company will charge less

• Do not answer this objection with trite answers,
  i.e. You get what you pay for.
• Commission is a bottom line objection

8
XYZ company will charge less

• Lets look at commission in a bottom line fashion
• You Them
• Fee 7 5
• Co-op 3 3
• Whats left 4 2
• Expenses/Marketing 2.2 2.2
• Your Take Home 1.8 lt.2gt

9
XYZ company will charge less

• In the bottom line analysis, who has money to
  market your home and still pay personal bills?
• The person that shorts their bottom line will not
  aggressively co-op with others
• When you eliminate cooperating agents, you reduce
  your chance to obtain top dollar

10
I can get a higher sales price

• I can appreciate that you have literally spent a
  fortune to make your home fit your needs. I am
  only dealing with the facts with an unemotional
  attachment to your home.
• I want your business and to get you a top
  dollar. Since you are impressed with my
  marketing plan, could we obtain an appraisal to
  determine a pricing strategy for you?

11
I can get a higher sales price

• How did you arrive at your price?
• Could we consider terms to help you achieve your
  price?
• How soon do you want to sell? Could we have an
  extended listing period?

12
I dont see many of your signs

• You are hiring me to mobilize the entire Real
  Estate Community. Whether I have one listing or
  one thousand my marketing plan is designed to get
  the most buyers to your home through cooperation
  with fellow brokers. This will help you get top
  dollar, not the number of listings I have.

13
I dont see many of your signs

• I currently have one other listing. This gives
  me the time to completely dedicate my marketing
  system to your home to help get you top dollar.
  I make a personal guarantee that if you are ever
  dissatisfied with my performance, fire me and
  owe me nothing.
• Lets work together to help get you moved.

14
Answering Objections

• Anticipate the obvious objections youll face
• Be polite but persistent
• Utilize time deadlines as a way to close
• Have your paperwork ready to be signed
• Be a good listener, dont oversell
• Provide accurate information