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Handling Objections

Handling Objections. Part 11 of 14 in the series How to Make $100,000 a Year Selling Real Estate. Good News Bad News. The bad news first: You will ALWAYS get objections The good news: They are usually the same ones PLUS if you don’t get one, they probably aren’t interested.

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Handling Objections

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  1. Handling Objections Part 11 of 14 in the series How to Make $100,000 a Year Selling Real Estate

  2. Good News Bad News • The bad news first: You will ALWAYS get objections • The good news: They are usually the same ones PLUS if you don’t get one, they probably aren’t interested

  3. Why do we get objections? • Sometimes it’s because they need more information • Sometimes it may mean “I’m thinking about signing” • Sometimes it may mean “I’m thinking of not signing

  4. Objection or Condition? • An objection: An objection is a feeling for why they can’t go ahead • A condition: A condition is a reason they can’t go ahead

  5. Conditions • No income • No job • No assets

  6. Objections • The bank can take it • I’ll only list for with you for 3 months • I want to find a house first • I think agent-x does more business here • I think company-x does more business here • I’m going to try FSBO • List it higher and come down later • Price is too low • Commission is too high • I’m not netting enough • I want to think about it • You’re new • You’re not from around here • I want to talk to other agents • We want to wait

  7. Know when to handle them • Handle them before they happen Now, I know you said… • Handle them when they happen Never argue, follow the track • Handle them never Let’s shelve that • The important key here is to just TRY

  8. Nothing works all of the time BUT everything works some of the time. You just never know when that time is.

  9. Handling objections • Treat an objection as a question. When you hear an objection, treat it as though they have said “I need more information” • NEVER ARGUE! “A gentle answer turns away wrath, but a harsh word stirs up anger Proverbs 15:1NIV • Follow some a track – Use a technique – Do something

  10. #1 Pause for 5 seconds when you here an objection. Be still, relax, gather your thoughts. • This may give the client time to answer their own objection. If they do, just be silent again and see if they move themselves ahead • #2 Use Feel, Felt, Found. This is the best track for handling any objection • #3 Probe, Probe, Probe. Ask open ended questions to understand their real objection • #4 Playback the objection to make sure you understand • #5 Solve the problem

  11. The Boot Camp Track • #1 Restate the objection • #2 Isolate it • #3 ASK THEM for a solution first • #4 You may offer a solution • #5 Solve the issue and ask for an agreement

  12. Show AND Tellnot just Tell

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