I am a member of the Mike Ferry organization and am a student of the one-on-one coaching program. Each day I listen to the Daily Superstar call with Mike Ferry and one of Top Producers in our industry. I wanted to share this information with you that I got from Chris Heller, also a member of the Mike Ferry Organization. According to Chris Heller, Top Producer in Encinitas, California, if you're not prospecting because you're not sure what to say, fear no more. Here are techniques for handling today's most common objections from prospective clients.
2. "Prices are falling. It's just not a good time to sell."
You: "It's true that home prices have fallen about 6 percent this year, (substitute statistics for your area), but that was after an increase of some 88 percent in the last 10 years, so you're still way ahead."
Seller: "I still think it's best to wait until prices rise again."
You: "If you don't have to sell, of course, you have the option to wait, but because of the high inventory of homes, it may be a couple of years for prices to start going up again. Can you wait that long?"
Seller: "I guess we could, but we really hoped to move closer to our children in Texas and buy a house before next winter."
You: "If you're going to be a buyer, it's a great time to sell because you'll make up on the buying side what you don't get on the selling side. In addition, interest rates are still near historic lows, which may not be the case too much longer, so more buyers will be able to afford your home."
Seller: "You're probably right, but what if my home won't sell?"
You: "It's true that the days it takes the average home to sell has gotten longer (use your market figures). But I've learned that no matter what the market, it takes the same three things to sell - presentation, promotion, and price. Just price your house right against your local competition, and you'll be able to sell it in a reasonable amount of time."
As we all know, handling buyer and seller objections can be very difficult when you don't know what to say. With practice you can handle any objection and close the deal!!!!
Let me know what you think?
Daniel W. Hayes, Realtor www.danielhayesteam.com
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