I trained a class this morning on listing objections. The contents have always been easy, but I have not taught the class for 2 months now. I forget what people don't know. It is just that simple.
We laid out the objections that the agents would be hearing. That was easy enough, but when we role played how to get through the objections, I found myself hearing agents the got caught up in what people could not do without them. Don't win a battle to lose a war.
If it is not a closing objection we need to affirm that we heard and and move around it. The conversion was mostly centered on fsbo's. Man I need to do this class more often, I am justing wondering how many of my agents have gotten shut down because of language and not gone on to the next listing. My fault, that won't happen again.