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
1,322,450
Lise Howe
Long and Foster - Washington, DC
Assoc. Broker and Attorney Licensed in DC, MD, VA,

I particularly love the last one - short AND sweet! we should all practice these

Aug 02, 2017 07:03 PM #51
Rainer
6,286
Denise Ho
Real Estate eBroker Services - San Diego, CA
Real Estate Agent

Wow, these are some touch questions to answer! I think I'll loose my patience by the end of answering the 3rd questions. 

Aug 08, 2017 02:46 PM #52
Rainer
184,057
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Thanks for sharing.  I have bookmarked this post.

Aug 26, 2017 06:56 AM #53
Rainer
223,777
Andrea.B Ferreira 954-303-8289 CRS
Keyes Co. - Davie, FL
Miami Dade, Broward and Palm Beach County in FL

The #2 and#3 are my favorite. I'll check the others later. Thank you for sharing.

Aug 26, 2017 07:36 AM #54
Rainmaker
524,593
Brian L. Sirota, Esq.
Bristar Realty (Realtor/Attorney) - Orange, CA
For Solutions: (714) 501-7660

I take it Ben Kinney has called a lot of nephews.  ;-)

Aug 26, 2017 12:48 PM #55
Rainmaker
273,147
Mayra Espinosa Certified Probate Specialist
Mayra Espinosa Team /Realty ONE Group Alliance| - San Mateo, CA
San Mateo County- real estate Broker - 650.996.898

Great script! Excellent to prepared yourself to handle all sellers objectives, get the listing and the property sold!. Thank you for sharing!

Aug 26, 2017 01:12 PM #56
Rainmaker
1,345,562
Sybil Campbell
Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia - Williamsburg, VA
REALTOR® ABR, SFR, SRES Williamsburg, Virginia

What a great script, I especially like your answer to number 5!

Aug 26, 2017 01:43 PM #57
Rainmaker
2,400,392
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I kind of agree with all that in above me has been the best host I can

Aug 27, 2017 12:02 AM #59
Rainmaker
2,400,392
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Glad to see this is getting interest from the blog audience, as it should. Good luck with everything!

Aug 27, 2017 10:52 AM #60
Rainmaker
846,325
Ginger Harper
Coldwell Banker Sea Coast Advantage - Southport, NC
Your Southport~Oak Island Agent!

This is such a great blog that gives us so much information.

Sep 03, 2017 03:19 PM #61
Rainmaker
481,262
Elva Branson-Lee
Solid Source Realty GA - Atlanta, GA
CDPE - Atlanta Real Estate & Short Sale Agent

Good scripts. Number 5 is nice and succinct.

Sep 03, 2017 06:20 PM #62
Rainmaker
2,400,392
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I think I need to add this as another bookmark away in a good place. Thank you again for posting! :)

Sep 03, 2017 10:50 PM #63
Rainmaker
1,312,830
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

Thanks for these scripts.  These objections do come up often and it is important to be prepared.

Sep 05, 2017 07:36 PM #64
Rainer
152,494
Don Taber
Our Town Properties, Inc., Wilson, NC - Wilson, NC
REALTOR / BROKER / CRS / GRI

Thanks for the scripts.  It is always good to see how other agents deal with objections.

Sep 05, 2017 08:15 PM #65
Rainer
11,176
Danielle O'Brien
Parkway Real Estate - West Roxbury, MA
Real estate Broker / Owner in Boston

#5 = perfection.
I always add - My fee is a non-negotiable. If I was to cut my fee for services right off the bat how confident would you be that I will be a good negotiator for the sale of your home?

Sep 11, 2017 05:28 AM #66
Rainmaker
42,063
Christine Kankowski North SD and Temecula
House Match Inc - Poway, CA
Excellent Sales and Property Management

Lots of good stuff.   I personally dont say- #4, but the rest are very good.

$5 negotiating commission is the first test of your negotiating skill, so it is importantn to be able to actually negotiate that. 

Sep 11, 2017 07:42 AM #67
Rainmaker
60,814
Corey Martin
Martin Presence Group - Ruston, LA
Real Estate and Management Solutions

Excellent post. I particularly love the last one. Great responses. Thank you for sharing. 

Sep 11, 2017 12:15 PM #69
Rainmaker
2,400,392
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I'll be sending message in my bookmarks on my reading list. Thanks very much for posting, Ben!

Sep 11, 2017 09:59 PM #70
Rainmaker
2,400,392
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Sometimes it's all about saying no. And it's just that simple, there's no magic trick, you know what I mean? Corey Martin

Sep 11, 2017 10:01 PM #71
Ambassador
2,046,890
Debe Maxwell, CRS
www.AtHomesCharlotte.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Great scripts to some very common seller objections. Thanks for sharing!

Sep 16, 2017 08:21 AM #72
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