Every Friday I am writing about objection handling. These posts will reflect 13 years of experience in handling objections and reveal collected scripts that you can use. Your comments and participation is welcome.
You may want to read the introduction to this series: Objection Handling: New Series of Posts. Both agents and consumers are invited to participate.
Here are the most common objections posed by consumers that I'll be addressing:
- "We're going to re-list with the same agent."
- "Where were you when my home was for sale?"
- "All of you agents are the same"
- "We are going to drop our price and sell it ourselves."
- "We are only going to interview agents who showed our home."
- "We are going to take it off the market for a while."
- Bonus: Killer Closes for Expired Prospecting.
Objection #1: "We're just going to re-list with the same agent."
For Agents
When the consumer makes this statement I believe it's because they just do not know how re-listing with the same agent again could actually work against them. You as an agent know it, but how do you educate the consumer.
Here's some dialogue you might want to learn to share in your own words....
Answer #1:
"I guess you could re-list with the same agent...AND...tell me, what specifically causes you to believe they will get the home sold this time around? Let's face it, you don't want to have your home on the market again and have it NOT sell, do you?
"While your home was on the market...I sold _____ homes. It would have been nice if yours was one of them, wouldn't it?
"Let's get together so that I can show you my successful plan for getting your home sold."
Answer #2:
"I guess you could re-list with the same agent...AND...can I point out why that could be the worst possible choice for you? ...Wouldn't you say your last agent tried everything in their power to get your home sold? You would think so, right...because that's how they get paid. And wouldn't you say, (name) that they told every buyer they knew about your home. And yet, none of them bought it, did they?
"So, if you home goes back on the market with the same agent, they've already exhausted all their leads and possibilities. The only thing left to do is just sit and wait, hoping a buyer comes along.
"Fortunately, (name), when you...hire me...you'll be exposing your home to a whole new set of contacts and leads that I'm going to produce to get your home sold."
Answer #3: (When they feel obligated because of the money spent by the agent)
"That's a great point... So, you do feel a bit obligated, right? AND did you stop to consider that while your home was on the market....as a result of having your home listed...there's a good chance that agent sold 2-3 homes off your listing. That's because buyers who called on your ad decided not to see your home, but your agent did end up selling them another home."
"Your last agent has probably already made a lot of money off your listing, right...wouldn't it be nice to get your home SOLD instead?"
Remember these keys:
- Objection handling isn't about tricking the consumer or finding some magic words to convince them to do what YOU want them to do.
- Objection handling is about telling the truth in a non-confrontational manner.
- Objection handling is not about memorizing a script, but about listening to the customer and answering their honest questions with honest answers.
- Objection handling is about improving your communication skills which will help you and your customer.
For Consumers
These posts are giving you a peek behind the curtain of what we as REALTORS do to earn our fee for service.
You see objection handling isn't about "tricking" you the consumer into giving us your business. It is about honestly answering questions and objections in an effective way to help you, the consumer, make a wise choice.
Hiring the right agent is 95% of getting your property sold. I trust that this series will help you make the best possible choice when it comes time to hire your next agent.
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Copyright © 2008 By Dan Forbes, All Rights Reserved.)
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Dan Forbes, PL is a licensed Broker-Associate and Certified Residential Specialist. He leads the Forbes Advantage Teamat RE/MAX Gulfstream Realty's Lakewood Ranch Office in Bradenton, Florida. 
Dan, awesome tips here. I read your blog twice. I'll be tuning in every Friday morning. Bookmarked and subscribed. Well done all the way around.