Objection handling requires a certain amount of skills and doesn't come to everyone naturally. What are the most common objection real estate agents can get? How can we overcome these without seeming too pushy? And is there a type of clients that we definitely need to avoid? In this clip, we discuss objection handling and common tactics to sway the client your way when making a deal.
Takeaways + Tactics
Honesty can pay off, even if it's years later. Give your clients good, honest advice and they will remember you forever.
Build up your reputation with your clients to reassure them that you can always be there for them. This doesn't stop you from being efficient.
If you treat a potential client the way you treat someone who's already in your care, you will come off as a respected professional.
Emphasize the value you can bring if someone else is trying to undercut his or her commission. Plant the grain of doubt in the client's mind - are they going to be a good negotiator?
As this episode was focused on objection handling, we took common objection from our comments on Facebook Live. First we talked about buyers who might be waiting for better buyer conditions, we also discussed how controlling the client during a conversation can be a powerful tool against many objections. We gave a great example on how being honest with a client's prospects can pay off really well. Then we discuss the importance of identifying the client's needs and a want vs. need approach. Afterwards, we approached the common objection of clients feeling that agents are too busy to give them proper attention. Finally, we talked about clients who want to work with listing agents and the importance of recognizing someone who wouldn't value your time and knowledge.
We also discussed;
Dealing with clients who want to find a home quickly before they sell theirs Common objection handling with FSBOs The benefits of sometimes offering pro bono advice How relegating tasks can build more trust with the client Educating the client about current economy and being honest Countering agents who are offering to sell for free
Being proactive, creative and thinking outside the box is the main quality you will fall back on when you're dealing with objections. More often than not, they will be objections that you've already heard, but you need to tailor your handling with the client as well. Consider their particular situation and what their values are. Some objections - especially financially motivated ones - can be difficult, or nearly impossible to overcome, however as long as you've been fair and honest to the client about what their options are, you've done your job well. Ultimately, not all clients will be right for you, and you will not be right for all clients. It's a good tactic to reveal this, as it will give your reputation a boost for being honest and open. Finally, always make sure to treat prospective clients the way you would treat your current clients. This will help build your image as a caring, understanding realtor, who always has time for their needs - and this is especially helpful in referrals and getting new successful deals.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
