Posted on Wed, Sep 25, 2013 4:39 AM by Craig L Proctor
You may wonder about this headline as it sounds counter-intuitive. Why would objections be a good thing to a real estate agent. Aren’t we all after clear sailing and foregone positive conclusions? Who in their right mind would even begin to think that objections are a “good” thing?
Well, if you were to speak to any sales professional in any sales profession, they would tell you that objections are a normal process of getting to a successful sale. You see, when a potential client has an objection, it just means they are not convinced they should use your service or buy from you … which means you have not given him or her a compelling enough reason to use you — i.e. WIFM (What’s in it for me). That is, after all, what every person you are trying to sell is looking for. You need to have a strategy for how to answer objections when they occur. Your answers should flow with confidence.
Let me share with you how I would handle objections as they pertain to the Universal Call Back Script. I would ask, “Mr. & Mrs. Potential buyer, how would you like me to e-mail you homes that come on the market from all the realtors? This would give you priority access to homes that come on the market that match your home buying criteria.” At this point they almost always say yes. Then I proceed with, “Mr. & Mrs. Potential Buyer, when would be a good time for you to come in for 15 minutes. The reason I ask you to come in is because I want to do a really good job for you and I want to make sure I send you out the right type of homes and I want to go over the homes in the computer with you in detail. When would be a good time to get together, days or evenings?” (NOTE) In this case I asked for the appointment, anticipated an objection, answered it in advance and then asked for the appointment.
If they say yes, great you have an appointment. The most common objection prospects come back with is, “Well, can’t I just give you the information on the phone?” I respond with: “I understand you want to do this over the phone, but we’ve had buyers we tried to do this with before and they lost out on the perfect home because we didn’t get it right the first time. Understandably, they were very upset that they lost the perfect home and we don’t want to put you into the same situation. Plus, our list of homes includes Bank foreclosures, Company Owned Homes and other Distress Sales that could save you thousands of dollars when you do buy a home, and these homes go very quickly, so you can see the importance of getting it right the first time.” (If they don’t agree to this they will most likely come back with, “Well, we are very busy right now.” I respond with: “That is what is perfect about our Free Home Hunter Service. It is perfect for busy people like yourself. Imagine that you only have to check your e-mail for new listings instead of scouring all the real estate websites, plus what people really like about this free service is that they can do drive-by’s of these homes on their schedule without being hounded by a real estate agent. How does that sound?”
The key is, when you get an objection, you need to answer their objection with a compelling reason to do business with you. These are examples of the most common objections you will hear when using the Universal Call Back Script. The better you are at handling objections, the more appointments you will have. The more appointments you have, the more sales you will have. The more sales you have, the more money you have in your Bank account.
Learn to love objections. Learn to handle objections. Before long you will be on your way to a successful and profitable real estate career.
P.S. You can test drive my ideas and systems absolutely free by signing up for Free Weekly Training which includes live weekly webinars, a monthly newsletter and priority invitations to free half day training events. This Free Weekly training will expose you to inexpensive and highly effective methods of lead generation (with no cold calling) -- what I call “Reverse Prospecting”, where qualified prospects actually hunt you down rather than the other way around, and then how to follow these leads through to maximum GCI via proprietary lead conversion and prospect presentation systems. This is the easiest way for you to find out with no risk or obligation what my system is all about and how it can help you profitably grow your real estate business and vastly improve your quality of life. JOIN MY FREE WEEKLY TRAINING PROGRAM HERE