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.
3. "My last sales associate had the listing for 90 days and didn't do anything with it. So why would I want to list with you?"
You: "I know it can be frustrating in today's slower market, since you want to sell your home promptly. What specifically do you feel your sales associate failed to do."
Seller: "He didn't advertise it enough, and he didn't hold enough open houses."
You: "That's interesting. I know your sales associate, and I'm sure he worked hard for you. But maybe I can suggest a few ways that might help attract more buyers to your home. For example, I give each home its own dedicated Web site, which prevents it from getting lost in the high number of listings on the market today when it can take an average of 120 days (substitute local figure) to sell the average home."
Seller: "That sounds good. What else would you do?"
You: I got a chance to look at your home when it was listed, and I think you could increase its appeal to buyers by using a professional stager. She would come in and spend a couple of hours helping you get your home buyer-ready. This wouldn't cost you anything; it's part of my service. I find those little extras are especially important now that your home will be competing against so many others for buyers."
Seller: "I guess that's not a bad idea."
You: "If you're still interested in selling, I have other suggestions of what I'd include in my marketing plan for your home that I'd like to share with you. Can we setup an appointment for me to stop by to go over them with you?" 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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