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RE Objections #1
Common objections Realtors see
| Objection | Response |
|---|---|
| You have been contacting me way too much! | First let me apologize. We are in a very fast paced market right now and I want to make sure that you don’t miss out on any deals. How often would you like to be updated? |
| I’m busy right now. I’ll call you back. | I understand, if I can just ask you 2 quick questions I can have you off the phone in less than 2 minutes. Would that work? |
| My credit is bad, so I’m just day-dreaming right now. | Its great to day dream and I encourage you to continue looking on our site. Have you talked with a lender as of yet or credit repair company? Would it be ok if I share your information with________ at___________? If it comes to it credit repair many times can make a couple of tweaks that can bump your score dramatically. Can I share your name with _______ at _________Credit Repair |
| I’m okay right now. I’m renting a nice place that I like. | Why pay someone else’s mortgage when you can pay yours and build your own equity. You can do this with approximately the same amount you are paying a month currently. |
| This is my first time buying a home. I’m a little nervous. | Did you know that Real Estate has outperformed the stock market in the past 3 years. The wealthiest people in the world own real estate. In just the past year home prices have gone up over 3%. That means if you bought a house today for 300k in one year you would have over 9k in equity. |
| I’m a couple of years out from buying. | Just out of curiosity what is the significance of that date? If we could get you approved for a loan, get you in a house today and show you how to save thousands, would that be of interest to you? |
| I don’t need your service. My friend (or relative) is an agent. | That is great to hear! Are you comfortable with sharing all of your personal information with your friend? As you know in the home buying/selling process, all of your financial data is front and center. I know I wouldn’t want my friend knowing that much about me. Are you sure you want your friend knowing your financial business? |
| I want to find a house before I put mine on the market. | I agree, finding your new home is important and the unfortunate thing is it may take as long as 3 to 5 months for your home to sell. Then it will take another month to get the closing done and by that time, any home that you would have found will likely already be sold. Does that make sense? Let’s get your home on the market right now and get to work on getting your home sold so you don’t have to wait any longer than is necessary to get moved into your new home … sound good? |
| You don’t handle many homes in our price range. | You’re right, I don’t sell a lot of homes in your price range and that’s exactly why I’m here tonight … I usually sell homes in lower price ranges and what I find is … after I sell my clients homes, many of them move up to your price range, therefore, it only makes sense … that the next logical step, is for me to sell your price range as well, considering I already have a relationship with many buyers that will be interested in your home … does that make sense? |
| We aren’t quite ready yet, we need to finish a couple of projects around the house before we put it on the market. | I agree that making sure the house is up to par is important and you probably didn’t realize how little effect it will have on securing a buyer … Let’s get your home listed for sale, get some of the top brokers inside to show the house and get their feedback. The good news is you’ll find out exactly what projects you don’t have to do and the ones you need to do while were in the escrow period. It sure would be nice to not have to spend a dime to get your home sold…wouldn’t it? |
| Will you cut your commissions, other agents will? | Do you own anything more valuable than this home, could you say that it is your most valuable possession? If a Realtor is so desperate that they are willing to broadcast the fact that they don’t think they have value as a Realtor. Is that the type of person you want sitting across from the negotiating table trying to negotiate on your behalf? This is the Realtor who has admitted that they don’t even see value in themselves. Is this what you want to represent you in the most valuable transaction? |
| I have seen this marketing plan from many different agents. What makes yours different?” | I’d level shift…”You know what? You’re right! There are only a certain number of things any agent can do to get a home sold and I think the final decision is not based on what I do differently… “I think the real issue is how you feel about the agent representing you…So tell me, what qualities are you looking for in an agent? |
| Why is your price so much lower than the other agents that we have talked to? I mean, they have comps that show higher prices than yours? | There are two placed you can price your home…You can list it where it sits or you can list it where it sells. Which is better for you? My comps show the price I have indicated. I will take the listing if you will agree and sign an acknowledgement form tonight that you will reduce the listing to my price in 30 days. |
| We still need to interview one more agent. | I can appreciate that before we met today that you set up another appointment with another realtor. I’m sure you will agree that my qualifications will be tough to beat. I’ll be happy to call the other agent, cancel your appointment and it will be one less delay in getting your home sold. |
| We want to think it over. | I can appreciate that, making a logical decision is important…so tell me, what is it specifically that you’re going to have to think over? |
| An expired listing says “The last agent never showed our home himself and neither did anyone else from his office. | Did they promise you that they would be showing your home non-stop? Yes. Well then, I can appreciate what you’re telling me. I promise you I will not be showing your home! Do you want to know why? Yes. The agents in my office are not part of the top 100 agents that sell 88% of the homes listed for sale. I’m curious did you want me marketing your property to the people that sell homes? That’s why I promise to market your home to the agents that assist buyer & not agents that don’t…is that okay with you? |
| We want to try selling it ourselves. | Let’s talk, okay? John, you are an attorney and try cases in court daily. I can’t imagine walking in and trying the case myself. I am a professional real estate agent. I know what I am doing. I am here to release you from the extra stress. I have a record 98.8% full contracts. I earn my commission. I bring you top dollar. I close the deal. |
| 10 Other agents from your office have called today; I wish you would just lay off. | Our company wants to be sure your home gets sold, as you can see we are the most aggressive agents in town. When today can we get together? |
| You’ve lowered our price three times already and it’s still not sold. How can you ask us to drop our prices again? | Your frustration is valid. The marketplace is slipping out from underneath us. Let me ask you. When your neighbor’s home which is exactly the same model as yours, sells for $5,000 less than you are asking. Who would pay more? More importantly there are 3 other properties on the market, just like yours. One property is listed for $1,000 less than yours, another $2,000 more & the last on is $1,500 less than yours. If anybody is going to buy a 3 bedroom, 2 bath it will be the home that is priced the lowest. |
| If we lower the price any lower, we won’t have enough equity to move. | If you really need to move, you will have to adjust your expectation level for your new destination. I can help you find something suitable. By the time your equity flows in your current home, prices will be higher everywhere else and you have the same problem. |
Created by:
CoachMGD
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