Get ready to have your mind blown. Everything you think objection handling masters do is about to be challenged and thrown out the window.
I am about to tell you, in fine detail, what actual objection handling masters focus on to become unstoppable with objections. It isn’t what you think.
There are volumes written about this topic. Most trainers will tell you to memorize the various objection scripts, and attempt to dazzle you with amazing language, blah blah blah… And while I am extremely qualified to do that, that’s not what you are about to learn.
What I am about to reveal is the unknown side of delivering objection handlers powerfully accomplish your goal.
Why?
I’ve taught thousands of agents deadly objection handlers. Killer language patterns that leave prospects and clients on the floor as if they’d just taken on a ninja warrior.
But for most agents teaching them the language pattern didn’t help. You see knowing the objection handler is only half the equation. And when it comes to objection handling, most agents simply don’t understand that they are studying the wrong thing.
I know this with certainty because the majority of my clients couldn’t get themselve to USE the objection language I gave them. So, in the end it’s useless.
You and I both know objection handlers may be impressive but if you don’t use them, you won’t make more money… Period!
To be unstoppable, courageous and powerful with objections, you need to develop a mindset that allows the perfect words, that are already inside of you, out. Come on!!!! Think about it…
How many times have you left a buyer or seller and said something like this to yourself, “Why didn’t I just say (fill in the blank)! Why didn’t I just say what I really thought to those people?”
Most of the time, you know exactly what to say… But you don’t say it!! Hello!! That’s the issue! You don’t need more to memorize. You need to let those beautiful, authentic, perfect words out of your head and say them to your clients.
That’s the secret. Now, let’s get to it.
Here are three mindset tips that will allow you to feel completely free to be yourself and say those potent, powerful and profitable things that you want to say but haven’t found the nerve to get out of our mouth.
#1 Make a Commitment to the Truth
This is the first and most important mindset for you to develop to become an objection handling master...
99% of the time, the best thing you can do, is just tell the truth as you see it. The truth will set your prospects free, but first it will generally annoy them. You have to be willing to annoy them to help them and get them to see your truth. Here's an example…
The listing prospect says, “Will you cut your commission… Bob said he would do it for 4%”
The truth is... yes you could cut your commission. The Top Agent accepts this as a reality and does not resist. But here’s the mindset twist that gives them power in the moment. It’s not in the best interest of the client to cut your commission. The reasons for that vary depending on the market and the agent. For example...
In many markets, reduced commission listings are slower to sell and sometimes don’t sell at all. In many markets, reduced commission listings actually sell for less than full commission listings.
You really don’t know until you do the research. Rather than reacting, just find out the truth about reduced commission listings in your market and then simply tell the truth. It’s so much easier. Nothing to memorize, nothing to worry about. Even more importantly...
The attitude you adopt when you cut commissions is detrimental to the clients self interest. I know that seems counter intuitive. This is how the Top Agent see it…
If you cut commissions, then you are relying on a discounting business model. The model has merit. The Top Agent looks at it differently...
The underlying of meaning of discounting is “I’m not worth it.” I get so much push back when I say this to a discounter. Its confronting to look yourself in the mirror. Yet, after I ask them 5-6 questions, it becomes apparent that THEY don’t believe their service is worth the full 6%. So, naturally they don’t think people will pay it. Check it out...
“The Top Agent knows this about discount agents and leverages this truth to their advantage.”
Here’s how they might speak their truth, “An agent who discounts their commission doesn’t believe they are worth the full 6%; which means you are getting an agent with a low self worth… Is that the kind of agent you want fighting for your hard earned equity… Or do you want someone who knows his/her value and will defend the value of your home?”
This is just one of hundreds of examples of how telling you truth is a killer objection handler technique. But first, it’s a mindset you must develop. The mindset causes the words to happen naturally and automatically.
Now, let’s talk about the next one…
#2 Stop Being So Selfish
“I know this sounds crazy but, the fear of handling objections is actually a self centered mindset; which means you’re being a jerk to your clients!”
The Drunk Monkey in your head would rather be liked then have a straight conversation with the seller. (Find out more about The Drunk Monkey here)
Your fear of being rejected is all about you. It’s not about getting the client what they want. The Top Agent thinks about it like this…
If I let the seller or buyer dictate how the transaction goes, they will make uninformed choices that will make their lives worse, not better. Its my duty to confront the situation when the client is about to make a mistake.
It’s a mistake to make a lowball offer when the market is hot.
It’s a mistake to over price your listing, even when the market is hot.
It s a mistake to demand high priced advertising for your home when NAR stats show us that 95% of a homes sell because of the agent, the MLS and the internet.
It’s a mistake to show buyers homes that they can’t afford. It muttles their decision making and causes them to be less excited about what they can afford.
So why do most agents make every single one of the mistakes listed above?
Fear of being rejected.
Fear of being cast aside.
Fear of losing the deal.
Fear of offending people.
Fear of being a fraud.
Fear of looking dumb.
The only way you get paid is to produce the result for the client. Letting the client run the show is like letting your kids run the house. Too many mistakes, disasters, distractions, and malfunctions occur out of your clients ignorance of the process.
Your clients and prospects need you to be the authority. People want to be lead. Your clients are animals at their core. The law of the pack is present all the time. Someone must be dominant. If you don’t take a dominant position, than they have too. Unfortunately…
Your clients don’t want to be dominant but you force them to be with your passivity. This is bad for them, bad for you, bad for the client on the other side of the transaction and the other agent.
If you really care about these people, then stop being so selfish. Your needs, wants and desires are secondary. Get them what they want by standing up to them. Take a leadership position. Guide them to the result they want. They won’t like everything you have to say but Its the most caring thing you can do.
Mindset is the one change that changes everything! Shift your mindset and you automatically and naturally change your behavior. If you want more sales, then you must change your behavior. Changing your mindset is the fastest way to make that happen.
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