Overcoming Objections – Your Family Is Worth It Most buyers and sellers recognize the importance of asking two questions involving any real estate transaction: 1. Is the price I’m paying to buy or sell the property a fair price? 2. If I were to buy or sell the property today, what would it mean to […]
Overcoming Objections: “I’m Going to Open List”
As more and more properties sell, homeowners wishing to sell their homes will soon begin to question the value of having a real estate agent. We are already seeing many sellers asking agents about open listing their property, or in some cases offering to pay a commission to the agent that sells their home without […]
Overcoming Objections: The Six Shooter Close
Another common mistake that even experienced agents make is to rely too heavily on pre-prepared documents and other sales aids they think will help them convince a buyer or seller to write a contract. In many cases, information such as comparable sales data and fancy color brochures do in fact help build a relationship with […]
Overcoming Objections- The “Six Shooter” Close
Another common mistake that even experienced agents make is to rely too heavily on pre-prepared documents and other sales aids they think will help them convince a buyer or seller to write a contract. In many cases, information such as comparable sales data and fancy color brochures do in fact help build a relationship with […]
Overcoming Objections- Seller Request for Advertising
Most sellers believe that placing ads in local newspapers and magazines is an effective way to market the sale of their home. As soon as they get impatient, they wonder why their listing agent isn’t spending more money advertising their home for sale. An agent must be prepared to deal with this question. Although it […]
Overcoming Objections- Seller Request for Advertising
Most sellers believe that placing ads in local newspapers and magazines is an effective way to market the sale of their home. As soon as they get impatient, they wonder why their listing agent isn’t spending more money advertising their home for sale. An agent must be prepared to deal with this question. Although it […]
Overcoming Objections: Salesmanship Close- The “Please Verify Your Objection”
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into perspective. Use the following script to apply this close: “I […]
Overcoming Objections- Part 4 of 4
This is the final series of closes that address seller’s objections to your commission rate. After reviewing all of the closes, you will find several that you personally like better than all of the others. Feel free to use the one’s you like the best, and use the others as a back-up in case your […]
Overcoming Objections- Part 3 of 4
You already have 10 great closes you can use to overcome commissions concerns on the part of prospective sellers. Let’s discuss another 5 you can use. Commission Close #11- The No Advisor Close This close lets your sellers know that you bring the same level of sophistication to informing and educating them about real estate […]
Overcoming Objections- Part 2 of 4
We’ve already discussed 5 good closes to use when a prospective seller wants you to reduce your commission. The more ammunition you have to use, the greater the likelihood you will overcome the objection. Remember from Part 1, don’t give yourself an out. Reducing your commission is not an option! Instead, try using the closes […]