Get more listings! 10 scripts to overcome 10 seller objections

By
Services for Real Estate Pros with Brivity

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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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Ginger Harper 03/25/2017 01:22 PM
Topic:
Real Estate Best Practices

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Rainer
42,390
Shahar Hillel
Alterra Home Loans - Northridge, CA
Mortgage Consultant, Loan Officer.

Great answers to the questions that comes up in the process.

Thank you.

Mar 16, 2017 10:42 PM #1
Rainmaker
2,920,884
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

When you know the questions . . .  . and you have the answers your well on your way to getting the listing.

Good luck and success.

Lou Ludwig

Mar 17, 2017 02:29 PM #2
Ambassador
2,940,463
Jeff Dowler
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Knowing how to deal with potential objections is key. Even better to addres some of them upfront before they arise. Great list.

Mar 17, 2017 05:12 PM #3
Anonymous
Pierce Smith

As a sales trainer, add contex. If the written paragraph is so long, the verbal is too much. Switch the whole pitch to the interrogative contest so the client does most of the talking.#5 , if I could match, would there be any other questions?

Mar 17, 2017 07:08 PM #4
Rainmaker
272,292
Diana Dahlberg
1 MONTH REALTY - Kenosha, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Interesting points to the objections.  Knowing how to respond to the most common objections is the key to getting the listing.

Mar 17, 2017 09:54 PM #5
Rainmaker
208,283
John Wiley
Jones & Co. Realty - Cape Coral, FL
Lee County, FL Real Estate GRI, SRES,SFR,PSA

Thanks for sharing great responses to objections on listing presentations.

Being prepared and keeping confident are key ingredients to success.

Mar 18, 2017 07:59 AM #6
Ambassador
3,102,174
Praful Thakkar
Keller Williams Realty - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Brivity Platform - in fact, there are not too many objections from the sellers!

Thanks for sharing 5 scripts here (and 5 as a link - like that c-t-a!)

Mar 18, 2017 10:09 PM #7
Rainmaker
343,431
Gwen Fowler-CRS- 864-638-3599 SC Mountains & Lakes--
Gwen Fowler Real Estate, Inc - Salem, SC
Gwen Fowler Real Estate, Inc.

Never ask a question that you don't already know the answer to.  That is how you direct the conversation.

Mar 19, 2017 06:32 AM #8
Rainer
169,340
Mick Michaud
Distinctly Texas Lifestyle Properties, LLC - Granbury, TX
The lifestyle you want, the place to live it

Good responses, but I'll be honest.  I cringed when I read #3.  "another dumb listing presenation".  So, the one I just did was dumb?  And NEVER throw another colleague under the bus. 

Mar 19, 2017 06:35 AM #9
Rainmaker
648,993
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

Great scripts. Some ans will kill the deal. May be it is better with difficult people.

Sam

Mar 19, 2017 09:30 AM #10
Rainmaker
427,548
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

The longer we are in this business the better we should answer the questions and objections... I am not a script person but I see worth in some of these answers... I dont think I would tell someone to list with me and I will call your nephew and let him know his uncle chose me... and the same with 3 dont save me time with my family I will let you know when I need time with them... not sure about 4 either... if we dont find you a home we can cancel the sell on your home no problem...  maybe that would work in the big city.... but not here!

Mar 19, 2017 03:29 PM #11
Rainmaker
427,548
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

It was very nice of you to share them... thank you very much!

Mar 19, 2017 03:31 PM #12
Rainmaker
1,238,803
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
3,326,797
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
2,294,294
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Resercher

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
174,328
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
41,969
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
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