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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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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Rainmaker
2,367,852
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
2,367,852
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
2,367,852
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
58,716
Karen Jones Lewis, MBA, Realtor
K1 Realty Group - 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
3,473,854
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
86,315
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
138,653
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
561,519
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
3,352,793
Praful Thakkar
eXp 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
2,367,852
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
Rainmaker
185,141
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

Great scripts.  Thank-you!

May 28, 2017 11:25 AM #34
Rainmaker
2,367,852
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I'm glad this was here to remind me to bookmark it for later and I will definitely come back to it this week and thanks again for posting!

May 28, 2017 03:56 PM #35
Rainer
45,779
M SQUARE
Realty One Group Alliance - San Mateo, CA
Broker Associate & Licensed Architect

We love reading this.  We will diffenitely bookmark this. 

Jun 10, 2017 03:00 AM #36
Rainmaker
327,090
Nathan Gesner
American West Realty & Management - Cody, WY
Broker / Property Manager

There are a lot of great scripts in here. thank you for sharing!

Jun 17, 2017 05:46 AM #37
Rainer
201,340
Stephen Turner
Coldwell Banker Residential Brokerage - York, PA
The BIG Guy of NEW HOME SALES

Love # 3. I tried that once, and it turned out they really didn't have another agent scheduled. They were either stalling for time or hoping to call back to me and try #5

Jun 17, 2017 11:46 AM #38
Rainer
46,123
Adam Feinberg
ANCHOR ASSOCIATES - Manhattan, NY
NYC Condo, Co-op, and Townhouse specialist

I have always done my own thing- though sometimes it is important not to waste time recreating the wheel. I can imagine this being quite useful for a lot of people- Thank you for posting.

Jun 17, 2017 05:19 PM #39
Rainmaker
454,291
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

I like #5! That is a good answer to a bad question! one of my mentors long ago... told a person who asked him to cut his fee that he had just raised his fee  so there was no way he could do that but for him he would go ahead and honor the normal fee from before.. the guy signed on the spot and was very happy!

Jun 24, 2017 01:20 AM #40
Rainmaker
2,367,852
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

All 10 of these are very useful even for me who is a stager. Very great stuff! Keep posting this type of stuff.

Jun 25, 2017 11:02 PM #41
Rainmaker
833,227
Ginger Harper
Coldwell Banker Sea Coast Advantage - Southport, NC
Your Southport~Oak Island Agent!

This is a good one.  I will share for others that may have missed it.

Jul 16, 2017 04:29 PM #42
Rainmaker
2,367,852
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

It's never a bad thing to have options and different kinds of ideas about how to approach sales. Thank you for posting this!

Jul 16, 2017 08:41 PM #43
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