In the post below, I’m sharing with you how to handle common seller objections in real estate. Use these scripts below to help you in your next deal.
Do you want to absolutely nail your next listing appointment? Then learn some simple objection handling strategies and techniques to win every time. Here are the 3 most common ones.
Real Estate Agent Seller Objection – Pricing
Pricing is always a big deal to a Seller and it should be. This is their investment. They have placed heart, soul and a in some cases a lot of money with improvements and updates.
So when I suggest a good selling price and they get rather emotional about it because they feel their home is worth more, I simply pull out some of my well worn, trusty objection handling scripts.
Remember your responses to their objection should be said respectfully.
Really listen to what they have to say back to you and NEVER ARGUE.
Then continue showing them why the price should be $___________, always taking them back to motivation as to why they want to move.
Do be firm and confident when presenting your market analysis and assure them that your presentation is just the facts based on your research with MLS, etc and some experience in the real estate market mixed in based on what you know.
So what if you are a brand new agent?
Take an experienced agent with you to learn from.
Real Estate Agent Seller Objection – Commission
Commission is right up there with pricing the home correctly because really it all has to do with the big “M” ….MONEY!
People want the most money for their home for the least amount of money paid to get it sold. This has never changed and never will! Your job is then to provide exceptional value to earn that money.
Be aware that online companies are trying to replace you with streamlined, discounted services to sell homes, so you MUST lead the crowd and prove your value.
You must show you are very valuable to the client and when they hire you, you state your #1 priority will be to get them all the money possible in the least amount of time with little or no hassles.
If you think that sounds corny, get over yourself.
I use that script all the time and I mean it when I say it. I also tell my clients if I can’t sell it …no one can, so I am worth what you pay me!
I have never had a client think I am egotistical or arrogant because I say it with conviction and confidence. I WANT to do the best job I can for all my clients.
I also provide extra services such as staging, and HS photography, and a vendors resource list if work around the home is needed.
Real Estate Agent Seller Objection – Waiting
Waiting to list their home after a comprehensive market analysis is usually a sign of a 3 things.
- They either are not motivated to sell right now.
- They are interviewing other agents and don’t want to tell you.
- After your interview and market analysis, they have concerns.
Sellers are not motivated
In this instance, you’ll need to listen to the seller again to see what their true motivations are.
Here’s your objection script:
“Hmmm, you want to wait? Oh I understood from our phone conversation you were ready to get your home on the market? Did something change? ”
(Listen to their response)
Sellers are interviewing other agents
Sometimes, sellers will use your expertise to get information from time to time, but if you experience this objection and the waiting objection, you most likely did not do a good job asking about their motivation before heading out on the appointment.
Ask about their time frame to move and if they are interviewing other agents. This will save you a lot of frustration and disappointment.
Concerns about the interview and your market analysis
After your interview and market analysis, if you are sensing something wrong, it may be that your presentation of the market analysis was lacking something. Either they did not like what you had to say, did not connect with you or felt you lacked confidence.
If the seller in general just told you that they would get back to you without providing any reason, this could also be categorized under this specific type of objection. When this happens, you need to go into question mode.
Here are a some effective questions to ask the client:
“Oh, It seems you are a little hesitant and want to wait? Do we need to go back over some of the details to get you the right answers for you OR do you have more concerns or questions to make you feel at ease?”
Summary FOR SELLER OBJECTIONS
To handle seller objections, always get back to their motivation as to why they want to move and ask lot of questions to determine what information is missing that they need to know. This will allow you to assess the gaps so they can better trust you and allow you to showcase how you can help provide value in that area.