When your prospect tells you that they have a "friend" in real estate, what do you do?

Whenever you get this objection, the most obvious curiosity is why, if they have a friend in the business, did they call you?  If they were definitely going to list with that friend you would've ever even been invited. (An exception to this if they are a FSBO and you have prospected them.) The fact they are interviewing you indicates there must be SOME reason that they want a comparison. Find out what it is.  Do some investigative work and don't give up too easily...

Remember the basic rules of responding to ANY objection; Pause, Acknowledge, Isolate and Question before any Answer.  Ask them some of these questions:

ISOLATE

"Other than your friend in the business, would you consider listing with me?"

"If you didn't have a friend in the business, would you hire us?"

QUESTION

"Knowing you had a friend in the business, why did you want to interview me?"

"Under what circumstances would you consider listing with someone other than your friend?"

"Have you definitely decided to list with this friend?"

"How long has this person been in the business?"

"What is their area of specialty?"

"How much work do they do in this area and price range?"

"How comfortable are you doing business with this person?"

ANSWER

"The fact that you invited me here indicates you have some concern about listing with that person. Based on that would you prefer to hire me?"

"I understand the conflict between friendship and needing to have your home sold. Given the importance of this move, it might be a better business decision to let me handle your move."

"Some of my clients have found it difficult to discuss personal matters and confront the agent with problems when that person is a friend. Perhaps you would feel more comfortable allowing me to handle this."