Overcoming Objections - Week 5: We need to think about it but if you have buyers, bring them by.

Overcoming Objections - Week 5: We need to think about it but if you have buyers, bring them by.

 In an effort to get good feedback from experienced agents in our office and to help educate newbies on the selling process, an active participation training program has been established.

An over-sized pad and marker is set up, where agents can write down a solution they have used when meeting with home owners/buyers. This has been a fantastic exercise so far!

While many things drive fear, handling objections should be the least worry. For every reason a home owner/buyer may be resistant to hiring your services, there are two good reasons to move ahead.

Week #5 of five examines the "We need to think about it but if you have buyers, bring them by." Here are six responses to that objection:

1. You should give it some serious thought. The last thing you want is to waste time with low-ball offers or waiting for an elusive offer. If you knew the invested time it takes to bring qualified buyers to your home, you'd understand why no one will do that until you are absolutely ready.

2. Let me ask you: If I had a qualified buyer who would offer fair market value for your home, would you sell today? Because that is my job. Here's what we need to do to get that buyer to you...(sign the agreement)

3. When will you be ready to interview agents to list your home?

4. What kind of marketing and advertising do you plan to use to gain a home buyer's attention? I can show you how to get feet through the door and get the home sold!

5. Using some national real estate sites that are inaccurate to price your home for sale may be to your disadvantage. I have access to viable, fact based neighborhood comparables to attract serious buyers.

6. A For Sale by Owner status can be a negative turnoff for home buyers and can also mean Buyer Beware. Did you know that? Please allow me to represent you so you are aware of all expectations, legalities and aspects of the real estate process.

Staying to the professional side when overruling a home owner's/ buyer's objections may just get you hired. If you were in this situation, how would respond to this objection?

Happy sales all!

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Buying or selling a home in southern Utah? Call me at 435.632.9374 or contact me at wanda@buynsellutah.com to help because Wanda Can! 

A portion of every successful real estate transaction goes to Bed 'n' Biscuits to help fund Switchpoint, a local homeless shelter.