"I want to think about it." Objection

By
Real Estate Agent with Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities #1 in Forest Land Mgmt

 

"I want to think about it." Objection

 

Do you ask for the sale toward the end of every meeting?  I generally do, unless I don’t want it which does happen occasionally. 

 

I am always a little disappointed when I get this response "I want to think about it", in my mind it means that I have failed to highlight all of the benefits that I have to offer, it means that this prospect who I know that I can be a value to doesn’t believe that I am of significant value to justify the investment. 

And I have failed at communications 101.

It doesnt do much good to get all flustered at this time though many do, it doesnt do much good to put on the pressure now, they will likely resist.

Going home while they do think about is is also useless, most times they will never answer the phone or set up another meeting, thinking that they already know everything that you have to offer, "why waste more time".

This is a time to regroup, relax, let your prospect relax, and then get ready to start educating again from a slightly different angle.

 

When I hear this I generally step back, talk about something else for a few minutes, then ask more questions about what they want, and  proceed to educate the future client as to how and why I will provide these benefits.

 

Jeff Gitomer, has a few more tips in his video below that we all can learn from, enjoy!

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Rainmaker
781,346
Andrea Bedard
Thompson Company, REALTORS® - Silver Spring, MD
M.A.; REALTOR® Silver Spring, MD and beyond

Bob, I'm one of the people who likes to think about it! I am a planner by nature, I prepare, I budget and look at my options... and then I'm ready to commit. At that point I will get back in touch with the company I chose to work with.

I hear you though .. when I meet with prospects, I don't like to hear those words either! You are right, many times we do not hear back from them.

Feb 23, 2014 11:17 AM #1
Rainmaker
730,019
Wayne Johnson
Coldwell Banker D'Ann Harper REALTORS® - San Antonio, TX
San Antonio REALTOR, San Antonio Homes For Sale

Bob-That phrase, "I want to think it over", is a subject I intended to write about this week. This was a great five-minute video.

Feb 23, 2014 11:46 AM #2
Rainmaker
154,033
Florida Management and Consulting Group Inc.
Florida Management and Consulting Group, Inc. - Coral Springs, FL
Real Estate Brokerage and Property Managers

Get points Bob. There is a lot to think about. I agree with Andrea though. Some people really do need time to just process all the information and never make quick decsions anyway.

Feb 23, 2014 11:57 AM #3
Rainmaker
574,486
Eric Kodner
Madeline Island Realty - La Pointe, WI
CRS, Madeline Island Realty, LaPointe, WI 54850 -

I like the old saying that goes, "if you need to sleep on it, you'll probably never sleep in it".

I have discovered that there are people out there who lose house after house, agonizing over the need to make a decision and paralyzed with fear about actually making that decision.

Feb 23, 2014 01:03 PM #4
Rainmaker
3,512,827
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

It is all about learning how to read folks, isn't it? Great post and video too

Feb 23, 2014 09:19 PM #5
Rainmaker
1,283,364
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Bob:  Sometimes "convincing" remains out of our reach.  Some people just aren't able to be convinced.  Or there are unknowns or emotions influencing their decision that you just can't conquer.  It's always good to be prepared, educated, and well-versed.  But we have to also be prepared to hear "no" now and then ... it happens ...

Gene

Feb 24, 2014 03:28 AM #6
Rainmaker
3,985,637
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

There are some people who just will never make a decision on the spot.  they have to sleep on it.  Drives me crazy.

Feb 24, 2014 05:22 AM #7
Rainer
470,048
Nicholas Crane
Woodland Companies - Cadott, WI
Managing & Appraising Forest Land

Thanks for sharing these reports, our clients gain value from of this type of information.

 

Apr 08, 2020 12:44 AM #8
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