Get more listings! 10 scripts to overcome 10 seller objections

By
Services for Real Estate Pros with Brivity
http://activerain.com/droplet/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
2,512,231
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I didn’t mean to delete one of my comments but I also didn’t remember what I said. I will apologize to you guys in advance:)

Oct 17, 2017 11:52 PM #78
Rainmaker
369,353
Peter Mohylsky
BETTER HOMES AND GARDENS REAL ESTATE - Destin, FL
Your Bucket List Broker in Destin, Fl..

Good stuff here, the second batch is better than the first.  

Oct 20, 2017 04:16 AM #79
Rainmaker
3,815,665
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

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

Oct 28, 2017 03:35 AM #80
Rainmaker
175,923
Cheryl Dukes . . . . . Intown Atlanta
Solid Source Realty, Inc. - Atlanta, GA

I would say more than "no" on number 5, but I like your style. . .

Nov 11, 2017 07:53 PM #81
Rainmaker
2,512,231
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I always like to revisit this once in a while just to reevaluate my skills nice job once again with this one!

Nov 11, 2017 09:15 PM #82
Rainmaker
238,263
Gordon Crawford
Gordon Crawford Home Selling Team - Morristown, NJ
Your Morris County Specialist!

As always, great scripts and answers to objections.  Keep them coming

Nov 23, 2017 04:52 AM #83
Rainmaker
2,512,231
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

There’s a reason why this post keeps getting features and all the traction that we keep getting on here at AR!

Nov 23, 2017 10:39 PM #84
Rainmaker
2,512,231
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Gordon, You are absolutely right! The scripts are getting better and I love them more and more! Gordon Crawford

Nov 23, 2017 10:41 PM #85
Rainmaker
102,898
Eva B. Liland with Century 21 Doug Anderson
Century 21 Doug Anderson - Lancaster, CA
Glad to be of Service

Printing out a bunch of scripts does nothing for you unless you practise those scripts. But, only you can make the script yours by practising and change them to your own personality.

Dec 02, 2017 12:14 PM #86
Rainmaker
1,269,135
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Los Angeles CA

The best way to approach these common seller objections is: with patience and understanding. Asking back right questions to find out their true motivation to sell will increase the chances of a productive relationship and successful transaction. 

Dec 14, 2017 01:59 AM #87
Rainmaker
2,512,231
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I like to review these every once in a while to keep myself sharp. These are all very good!

Jan 04, 2018 09:15 PM #88
Rainmaker
2,512,231
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Inna Ivchenko Patience and understanding are they keys to much of what we struggle in life in general.

Jan 04, 2018 09:16 PM #89
Rainmaker
1,837,129
Andrew Mooers | 207.532.6573
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

The "let's save the other agent or broker time away from his family" is lame. What about your family.... ? Scripts are canned, and your ad lib lines rehearsed as Jim Croce sang. Can't imagine says "Would it be ok if I helped him not take the time away from his family?" 

Jan 06, 2018 06:47 AM #90
Rainmaker
38,990
Paul Diaz
REALTY WORLD Atlas - Maitland, FL
25 Year Florida Licensed Real Estate Broker

Great scripts. Thanks for sharing. 

Jan 06, 2018 08:28 AM #91
Rainmaker
869,040
Ginger Harper
Coldwell Banker Sea Coast Advantage - Southport, NC
Your Southport~Oak Island Agent~Brunswick County!

Wonderful.  Wish that I could share this with others.

 

Jan 06, 2018 05:03 PM #92
Ambassador
3,445,194
Jeff Dowler
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

This is such great information and guidance on how to deal with isses we are hear from time to time.

Jan 06, 2018 08:46 PM #93
Rainmaker
638,200
Lauren Selinsky Broker CRS
California Coastal Estates - Aliso Viejo, CA
"Your California Real Estate Broker" TM #oclauren

I just wouldn't say, "another dumb presentation". That would mean mine was dumb too.
No bueno.
Lauren Selinsky

Jan 31, 2018 12:45 AM #94
Rainmaker
869,040
Ginger Harper
Coldwell Banker Sea Coast Advantage - Southport, NC
Your Southport~Oak Island Agent~Brunswick County!

Great post

 

Feb 03, 2018 07:19 PM #95
Rainer
39,302
HOMEiZ.COM HOMEiZGROUP
HOMEiZ.COM - Los Angeles, CA
The Real Estate Social Network

Some of your tips here will not work.

For example, #3: It sounds like you're bashing your competition and many people see it very cheap.

As for #4: "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."

You will need to find the right buyer to agree for that.I was it that scenario before and many of the buyers I had did not agree to this contingency.Many said: What if it will take months until the seller will find the right home.That contingency may work in a 1031 exchange in the commercial real estate, but not in the residential real estate where many wants to move in fast.

As for #5:I had a seller who wanted to sell his home in beverly hills for $7m and asked me to reduce my commission 1% to get the listing.If I would take your advice and say NO, I would lose $105K.

In real estate everything is negotiable and that means also your commission. Real estate agents work on commission , it is better to have something than nothing.

Feb 10, 2018 11:13 PM #96
Rainmaker
795,391
Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

I personally would not use number 3 at all. It is a sure way to not get the listing from most sellers. 

Feb 16, 2018 05:41 AM #97
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