Get more listings! 10 scripts to overcome 10 seller objections

By
Services for Real Estate Pros with Brivity
http://actvra.in/52R4

As a realtor, listings are your bread and butter. Whether a listing presentation succeeds in convincing sellers to list, is about your ability to present yourself better than the competition. However, it typically starts with the ability to overcome seller objections (to listing the property, to pricing it a certain way, to listing with an agent rather than selling themselves, etc.). Here are 10 potential seller objections and 10 scripts developed by Ben Kinney, a mega-agent with Keller Williams, that will win you the listing.

 

#1

They say…

I want to wait to sell my home until the market gets better.

You say...

You know, I've found that a lot of times the price I could sell your home for today, is often greater than what I could sell your home for in a couple of months, because of foreclosures, homes being sold for less, new homes going up or similar factors. 

I also understand that you want to sell your home for a little more. When you sell your property are you potentially going to be buying something else?

Is that property going to cost a little more? So, what happens if you wait to sell your property for a little more and everybody else is selling their homes at that time for a little more? What you’re saying is that you’re willing to make a little more money on your home, just to spend a little more for a home, which doesn't make sense. 

The price that you sell your home for, is not based on the value of your home but on the interest rates.

 

#2

They say…

My [nephew, neighbor, friend… etc.] is a real estate agent. I was thinking about going with them.

You say...

You know, working with family or friends is never really a great idea. You can’t fire them once you hire them, it will make so-and-so upset/ruin the relationship. You can’t have the most real conversation with them like you can with me. 

You can tell me anything and we’ll address it. You’re not going to hurt my feelings.

There’s also a lot of financial information that gets exposed when going through this process and most people don’t like close friends and family to know all of that personal information.

I have a great alternative. Let me market your property and  I’ll give your [nephew, neighbor, friend… etc.]  a call and tell him/her that you decided to list with me. He can still bring a buyer. When he brings a buyer, he’ll get paid the whole 3% and won’t have to be spending all the money I am on marketing your property.

 

#3

They say…

I have another agent I want to interview before making my decision.

You say...

I know you already have an interview scheduled with another agent, but I just want to be honest with you and say that throughout this whole presentation, you seem impressed with the marketing strategy, and you said that you feel confident that I can get your property sold for the most amount of money in the least amount of time. 

What I want to do is, I want to give the agent in question a call and tell them that you decided to list with me and that they don't need to take that time away from their family. And you won’t have to sit through another dumb listing presentation.

Let me get your property marketed and sold and I will personally send the other agent all the information so that he can get the first shot to find a buyer and get the buyer’s commission, which is actually higher than the listing commission because I’m investing a part of my money into marketing your property.

Would it be ok if I helped him not take the time away from his family?

 

#4

They say…

It seems like homes are selling fast. I don’t want to list my home until I find my new home.

You say...

When you find a property you want to buy, a lot of times it costs more than you can afford without the sale of your current home. What I want to do is list your property and find a buyer for it. Then I can write a contingency offer stating that the sale will only be final when you find a home to purchase.

Then, you and I will go out and find the perfect home for you and your family. If for some reason we don't find you a home, we can postpone the closing or cancel it. Does that work for you? 

We’ll make sure that you have another home before you sell yours, so your family doesn’t have to be homeless.

 

#5

They say…      

I talked to another agent with stats similar to yours, but he is willing to list my home at 1% lower commission. Will you match that?

You say...

No.


 

 

Who is Ben Kinney?

Ben Kinney is a nationally-known entrepreneur, professional speaker, trainer, author and real estate agent. He is the author of Soci@l; is listed in The Wall Street Journal and REAL Trends' Top 100 agents for both total units sold and total sales volume in the nation; and was named "Innovator of the Year" by Inman News. The Ben Kinney Companies includes 1000+ agents in nine Keller Williams brokerages spanning from Bellingham, Washington to Austin, Texas and across the pond to London, England; a collection of real estate-related software companies, including ActiveRain, Kwkly, Brivity and Blossor; and the Ben Kinney Training Organization.

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  1. Ginger Harper 03/25/2017 01:22 PM
Topic:
Real Estate Best Practices

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Rainmaker
1,276,925
Sybil Campbell
Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia - Williamsburg, VA
REALTOR® ABR, SFR, SRES Williamsburg, Virginia

These are some great answers to common objections from home owners or buyers.

Mar 19, 2017 07:48 PM #13
Rainmaker
3,380,849
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for the post. I will bookmark it and read it again.

Mar 19, 2017 08:02 PM #14
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

More scripting equals more information, which is generally good. I think more information is better than less that way.

Mar 19, 2017 11:32 PM #15
Rainmaker
179,033
Fern Hamberger
Town Residential - Manhattan, NY
The Fern Hamberger Team Town Residential

Thank you for sharing!!

Fern Hamberger

fhamberger@townresidential.com

TOWN

 

Mar 20, 2017 07:31 AM #16
Rainer
43,169
Nancy Middleton
Counselor Realty, Inc. - Excelsior, MN
Nancy Middleton, Counselor Realty, Minnetonka, MN

Thanks Brevity Platform: With 49 years' experience as a Realtor, I've come across all of those objections and find that when Sellers are dfficult, there is a lot of fear  or control on their part underneath. They often are trying to cut corners, and I always remember "You get what you pay for. I explain how I work, and if that doesn't work for them, I  suggest they find someone else to work with.

 

Mar 22, 2017 08:23 AM #17
Rainmaker
3,380,849
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

These are great tips. I have used some of these scripts .

Apr 01, 2017 08:14 PM #18
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I'm going to probably modify these for my own wide of work and see if he you've any fruit.

Apr 02, 2017 11:02 PM #19
Rainmaker
132,364
Cheryl Dukes . . . . . Intown Atlanta
Solid Source Realty, Inc. - Atlanta, GA

As with all suggestions, we can pick and choose those responses that we are comfortable with, and pick up a tip or 2. I found a couple of useful nuggets here, thanks to Brivity.

Apr 03, 2017 10:24 AM #20
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Thanks again for this set of scripts! Do you should work total wonder

Apr 15, 2017 11:05 PM #21
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Cheryl Dukes - Atlanta there is a little something for everyone here and I wouldn't like it any other way. :)

Apr 15, 2017 11:07 PM #22
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

A lot of these techniques can be applied to other places as well, and that's what makes them really great. You shouldn't be honest when you use them, guys.

Apr 30, 2017 08:40 AM #23
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I I just had to come back and reiterate how much I like this. I was going over some of it just now.

Apr 30, 2017 08:41 AM #24
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I'm still going over the scripts. and do you think that for the most part they were were very good!

May 01, 2017 11:41 PM #25
Rainmaker
23,285
Karen Jones Lewis, MBA, Realtor
The K Company - Pembroke Pines, FL
Residential for Sellers and Buyers in S. Broward

I like the scripts...Thank you for the info and plan to put them to use..

May 04, 2017 04:53 AM #26
Rainmaker
3,380,849
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for the scripts. I do not have any scripts that I use.

May 04, 2017 05:38 AM #27
Rainer
78,476
Mega Team Real Estate
Realty ONE Group Alliance - San Mateo, CA
San Francisco and Peninsula Real Estate Concierge

Wow! Great scripts. Thank you for sharing. 

May 04, 2017 07:46 AM #28
Rainer
131,763
Dusty Rhoton, SFR, SRS, CDPE, RSPS, SRES, ABR, GRI
Century 21 Flagstaff Realty - Flagstaff, AZ
Flagstaff Real Estate

I really loved #5!   Thanks for sharing as I am sure alot of agents will be using at least one of these scripts.

 

May 04, 2017 08:44 AM #29
Rainmaker
543,739
Laura Filip RE/MAX UTOPIA | 903-271-4978
RE/MAX UTOPIA , Serving all of Texoma - Whitesboro, TX
Your locally owned RE/MAX OFFICE

Interesting Can I call the agent and tell them they can spend more time with thier family hmmm . That is a strong statement for sure. 

May 04, 2017 06:38 PM #30
Ambassador
3,221,433
Praful Thakkar
Keller Williams Realty - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Brivity Platform Just recently, I came across the objection #5 - and I simply asked the same, 'can you fire him'?

May 16, 2017 08:50 PM #32
Rainmaker
2,331,319
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I keep going back to this because it's so useful I just want to thank you one more time

May 21, 2017 11:59 PM #33
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