Powerful Ways To Overcome Objections

By
Real Estate Broker/Owner with Sandra Nickel REALTORS

Tired of answering the same old objections, over and over again? Folks don't argue with "policy" or the printed word.

So pre-print your commisison and any other fees right in your listing paperwork. Print it, don't write it. In advance. Before the appointment. (Thanks, Ed Hatch)

Then get your broker to write a printed policy about the commission you charge, or do it yourself. Print it up. Carry it with you. And haul it out when you're asked to reduce your fees! (Thanks, TerryWatson)

Now watch those objections dissolve right before your eyes!

We get what it takes to protect your income, so we'll go the extra mile to ensure you get paid on all your Montgomery, Alabama referrals! So send 'em our way.

Thanks--we appreciate you!

Sandra Nickel, ABR, CRS, SRES
Sandra Nickel, REALTORS

1044 E Fairview Ave
Montgomery AL 36106

800/HAT LADY
Sandra@HatTeam.com
www.HatTeam.com

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Rainer
10,039
Jason Gault
Real Estate One - Brandon, MI
Real Estate Agent, Ortonville, MI
good thoughts. Thank you for the tips! Here is another one - get a retainer! If your brokerage charges a compliance fee, use that amount (they will have to pay it at closing anyway, and it gives them a stake in your efforts.)
Mar 19, 2008 02:55 AM #1
Rainmaker
274,211
Ron Tarvin
Residential, Investment properties, rehab projects, property management, luxury homes, new construction! - Katy, TX
Broker, Katy, Houston, Cypress 77450,77494,77095

I've rarely had a commission objection for two main reasons:

1. Value Proposition

2. A policy on Commission cuts

I have a marketing plan in writing that is comprehensive and is 4 or 5 pages long that includes EVERYTHING I do from the time I take the appointment to the time I close the transaction at the title company.

And I have a policy on commission decreases...yes, I do have commission cuts for 2 categories of people:

1. They bought they home from me within the last 12 months and for whatever reason are having to sell now at a loss.

2. They are selling their home through me and are purchasing a move up home.

 

Mar 19, 2008 02:56 AM #2
Rainmaker
1,051,946
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH
If its in print it must be true, I like your thoughts..but to some extent we have been taking the media to task lately about "but believe everything you read" I hope your post works for those who try it.
Mar 19, 2008 02:57 AM #3
Rainer
135,548
Bill Exeter
Exeter 1031 Exchange Services, LLC - San Diego, CA
1031 Tax-Deferred Exchange Expert

Great points.  I'm going to try something like that in our business. 

Mar 19, 2008 03:17 AM #4
Rainer
70,373
Christopher Maguire
President/CEO Of Vivid Funding. - Newburyport, MA
Good points! Thanks for sharing the info
Mar 19, 2008 03:19 AM #5
Rainmaker
567,772
Pam Joffe
Solaris Realty - Tampa, FL
Sandra - You are right, most people don't argue with something that is printed on the paperwork. Have a great day.
Mar 19, 2008 03:20 AM #6
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