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 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
639,584
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
877,233
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
42,557
HOMEiZ.COM HOMEiZGROUP
HOMEiZ.COM - Los Angeles, CA
THE REAL ESTATE SOCIAL NETWORK-COMING SOON

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
833,734
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
Rainer
110,349
John Petrone
ERA Nalbandian - Saddle Brook, NJ
SFR

I like # 1 as the most helpful.  The others are ok with some changes to fit a Realtors indiviual style. - But particularly #3 and # 5 I would not use. 

Feb 21, 2018 12:29 PM #99
Rainmaker
1,451,280
Sybil Campbell
Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia - Williamsburg, VA
REALTOR® ABR, SFR, SRES Williamsburg, Virginia

I like your answer to the question about discounting your comission.

Feb 21, 2018 01:54 PM #100
Rainer
5,351
Glen Swaby
Solid Source Realty GA - Snellville, GA
Real Estate Agent Serving the Atlanta area

Scripts you do have to make them your own. I like #2...working with family memebers at times you can develop bad vibes unless you go into the situation as a professional and treat that family member as a client. Personal finances and being blunt also can cause tension among family members. 

Feb 26, 2018 06:10 AM #101
Rainmaker
409,878
Bruce Kunz
C21 Solid Gold Realty, Brick, NJ, 732-920-2100 - Howell, NJ
REALTOR®, Brick & Howell NJ Homes for Sale

Thanks for sharing the concept of scripts, but I do not do well with them. I need to go with the flow more, and i certainly don't denigrate other agents in the process...
Bruce

 

Feb 26, 2018 08:27 PM #103
Anonymous
Khaleej Apps

I have a mission that I’m just now working on, and I have been at the look out for such information

Khaleej Apps

Mar 02, 2018 02:51 AM #104
Rainmaker
298,007
Gary & Melynda Wolter (CRS) 480-269-1164
West USA Realty - Mesa, AZ
Relentless, Reliable, Premiere Personal Service

Always been big on scripts! Words are our tool belt. Practice in the car!

Mar 02, 2018 06:48 AM #105
Rainmaker
51,425
Denise Samouilidis
Mirsky Realty Group - Palm Beach Gardens, FL
Jupiter Abacoa Sales & Beach Front Luxury Homes

I sent this to one of my newer agents. Pretty helpful for the most part!

Mar 02, 2018 02:50 PM #106
Rainmaker
477,705
Ellen Caruso
Daniel Gale Sotheby's International Realty - Glen Head, NY

Great script, ideal to bookmark and practice!

Mar 02, 2018 04:55 PM #107
Rainmaker
199,473
Ron Buck
The Ron Buck Group - Laguna Niguel, CA
Associate RE Broker at Keller Williams Realty

If I ever have to have an opperation I hope the surgeon is "scripted". I don't want him going with the flow. :)

Mar 02, 2018 05:04 PM #108
Rainmaker
2,544,304
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Thanks for bringing this post back again so I can bookmark it for later! I was just thinking about this!

Mar 07, 2018 11:07 PM #109
Rainmaker
2,544,304
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Yeah, I agree with the above comment about wanting the operation to go smoothly. Hopefully it does

Mar 07, 2018 11:09 PM #110
Rainer
4,338
Ramesh Anthony
Annie Mac Home Mortgage - Los Feliz, CA
FHA 203k and Homestyle Renovation Specialist

Loved #3 and #5. You don't ever want to compromise on what you charge... 

Mar 13, 2018 01:34 PM #111
Rainer
166,333
Scott Dutton
Equity Real Estate - St. George, Utah - Saint George, UT
Equity Real Estate (St. George)

Ben, Thanks for sharing. You have some great scripts.

Mar 22, 2018 06:22 AM #112
Rainmaker
1,045,271
Evelina Tsigelnitskaya
SIB Realty - Sunny Isles Beach, FL
www.SIBRealty.org 305-931-6931

Great post. 

One of the sellers asked me about another agent they did interview. 

My answer was: " If I say something bad about this agent- I won't look good. If I say something good - she is my competition. All I can say, I am for you 24/7 and job will be done." 

I got the listing, and we sold it. 

Mar 26, 2018 09:51 AM #113
Ambassador
3,586,944
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

We are dealing with objections in our coaching sessions. In a tight market sellers don't think they need to pay full commissions or even need an agent. It's tough.

Apr 10, 2018 06:44 PM #114
Rainer
132,226
J.R. Schloemer, CRS
Kentucky Select Properties - Louisville, KY

Good points to objections. I can't say I agree with all of them, or could see myself doing some of them, but they are good things to have in the back of your head when the need arises.

Apr 18, 2018 06:37 AM #115
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