Get more listings! 10 scripts to overcome 10 seller objections

By
Services for Real Estate Pros with Brivity
https://activerain.com/droplet/52R4

As a realtor, listings are your bread and butter. Whether a listing presentation succeeds in convincing sellers to list, is about your ability to present yourself better than the competition. However, it typically starts with the ability to overcome seller objections (to listing the property, to pricing it a certain way, to listing with an agent rather than selling themselves, etc.). Here are 10 potential seller objections and 10 scripts developed by Ben Kinney, a mega-agent with Keller Williams, that will win you the listing.

 

#1

They say…

I want to wait to sell my home until the market gets better.

You say...

You know, I've found that a lot of times the price I could sell your home for today, is often greater than what I could sell your home for in a couple of months, because of foreclosures, homes being sold for less, new homes going up or similar factors. 

I also understand that you want to sell your home for a little more. When you sell your property are you potentially going to be buying something else?

Is that property going to cost a little more? So, what happens if you wait to sell your property for a little more and everybody else is selling their homes at that time for a little more? What you’re saying is that you’re willing to make a little more money on your home, just to spend a little more for a home, which doesn't make sense. 

The price that you sell your home for, is not based on the value of your home but on the interest rates.

 

#2

They say…

My [nephew, neighbor, friend… etc.] is a real estate agent. I was thinking about going with them.

You say...

You know, working with family or friends is never really a great idea. You can’t fire them once you hire them, it will make so-and-so upset/ruin the relationship. You can’t have the most real conversation with them like you can with me. 

You can tell me anything and we’ll address it. You’re not going to hurt my feelings.

There’s also a lot of financial information that gets exposed when going through this process and most people don’t like close friends and family to know all of that personal information.

I have a great alternative. Let me market your property and  I’ll give your [nephew, neighbor, friend… etc.]  a call and tell him/her that you decided to list with me. He can still bring a buyer. When he brings a buyer, he’ll get paid the whole 3% and won’t have to be spending all the money I am on marketing your property.

 

#3

They say…

I have another agent I want to interview before making my decision.

You say...

I know you already have an interview scheduled with another agent, but I just want to be honest with you and say that throughout this whole presentation, you seem impressed with the marketing strategy, and you said that you feel confident that I can get your property sold for the most amount of money in the least amount of time. 

What I want to do is, I want to give the agent in question a call and tell them that you decided to list with me and that they don't need to take that time away from their family. And you won’t have to sit through another listing presentation.

Let me get your property marketed and sold and I will personally send the other agent all the information so that he can get the first shot to find a buyer and get the buyer’s commission, which is actually higher than the listing commission because I’m investing a part of my money into marketing your property.

Would it be ok if I helped him not take the time away from his family?

 

#4

They say…

It seems like homes are selling fast. I don’t want to list my home until I find my new home.

You say...

When you find a property you want to buy, a lot of times it costs more than you can afford without the sale of your current home. What I want to do is list your property and find a buyer for it. Then I can write a contingency offer stating that the sale will only be final when you find a home to purchase.

Then, you and I will go out and find the perfect home for you and your family. If for some reason we don't find you a home, we can postpone the closing or cancel it. Does that work for you? 

We’ll make sure that you have another home before you sell yours, so your family doesn’t have to be homeless.

 

#5

They say…      

I talked to another agent with stats similar to yours, but he is willing to list my home at 1% lower commission. Will you match that?

You say...

No.


 

 

Who is Ben Kinney?

Ben Kinney is a nationally-known entrepreneur, professional speaker, trainer, author and real estate agent. He is the author of Soci@l; is listed in The Wall Street Journal and REAL Trends' Top 100 agents for both total units sold and total sales volume in the nation; and was named "Innovator of the Year" by Inman News. The Ben Kinney Companies includes 1000+ agents in nine Keller Williams brokerages spanning from Bellingham, Washington to Austin, Texas and across the pond to London, England; a collection of real estate-related software companies, including ActiveRain, Kwkly, Brivity and Blossor; and the Ben Kinney Training Organization.

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Ginger Harper 03/25/2017 01:22 PM
  2. Allan Rolnick 01/23/2019 01:20 PM
Topic:
Real Estate Best Practices

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Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I always loved coming back to this top 10 list.(You might be getting some spam here. You might want to check that out). I absolutely love the content regardless. :).

Nov 10, 2018 09:06 PM #153
Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Sometimes, we have to say no, but other times they just have to open up just a tad enough to gain that mutual understanding between two people.

Tom Bailey

Nov 10, 2018 09:09 PM #154
Rainmaker
778,192
Kevin Mackessy
Blue Olive Properties, LLC - Highlands Ranch, CO
Dedicated. Qualified. Local.

Post the last 5.  I would rather read it on this platform then go to an external site.  

Nov 15, 2018 09:21 AM #155
Rainmaker
216,262
William Collins
ERA Queen City Realty - Scotch Plains, NJ
Property and Asset Management

Congratulations on your featured post. Real estate practicioners are no strangers to objections. The purpose of the blog is to educate and inform. You've successfully created a dialogue and offered some salient suggestions. Thank you.

Nov 28, 2018 03:51 AM #156
Rainmaker
778,192
Kevin Mackessy
Blue Olive Properties, LLC - Highlands Ranch, CO
Dedicated. Qualified. Local.

This featured blog seems to continually make the rounds here.  Post the last 5 for all of us to see.  

Nov 28, 2018 12:12 PM #157
Ambassador
1,588,649
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

I understand that you have products to sell and that is fine. What would be helpful for me if I was to buy your wares is to see some improvements to a site that is decidedly out of date.

Dec 05, 2018 07:22 AM #159
Rainmaker
39,425
Rae Dolan
Buying Katy / Rae Dolan - Katy, TX
Real estate agent serving the Katy area

Great response to the family member issue!

Dec 11, 2018 04:08 PM #160
Rainer
154,021
Merv Edinger & Associates
Remax Nova - Halifax, NS

I really appreciate #5! I once had a seller prospect call me up the day we had scheduled a listing presentation. They told me that if I wasn't willing to list their home for 4%, there was no point in coming over. I remained calm & simple said, that I was still going to show up & would demonstrate how the extra 1% in commission would be well covered by the higher price that I could get them. We listed the home, sold it the day it hit the market for full price. 

Dec 16, 2018 08:04 AM #162
Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I’m always impressed to see this top listing so often! But it makes a lot of sense! Happy Holidays!

Dec 16, 2018 03:06 PM #163
Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

That story about the 4% is very funny and I can’t believe some people, but then again, I’ve seen a lot of different scenarios in my day!

Dec 16, 2018 03:07 PM #164
Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I feel likethese should be permanent somehow on here. Anybody else with me on this one! So good!

Jan 08, 2019 11:59 PM #165
Rainmaker
584,513
Sharon Kowitz
CRS-SRES-ABR-GRI-E-Pro-CREN Fonville Morisey Cary, NC - Cary, NC
Cary, NC Relocation Specialist ~ Buying or Selling

I like most all of these objections or what to say to sellers. I have used several when the situation called for them. It is always good to have tools in your tool belt. 

Jan 23, 2019 06:27 AM #166
Rainmaker
179,407
Leo Namiot
Canopy Mortgage - Saint Augustine, FL
Great Low Mortgage Rates...Check Them NOW

Great Information.... Thanks for sharing 

Feb 16, 2019 09:11 AM #170
Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Most of these are pretty phenomenal! There’s a reason these top list as often as they do.

Feb 16, 2019 11:22 PM #171
Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Leo Namiot it is very good information. I would definitely come back if I were a seller. :)

Feb 16, 2019 11:25 PM #172
Anonymous
FortHomeBuyers

Berning doubted the expansion of i-buyers would put much upward pressure on home prices because the companies are usually buying homes for less than what someone could get on the open market. He said their business model the house for major homerepairs that will command top dollar, but rather earn money through more efficiently matching buyers and sellers.check out forthomebuyers.com

Feb 20, 2019 09:22 AM #173
Rainmaker
2,714,645
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I like to come back here once a while to look at these and remember them. It’s really great!

Apr 02, 2019 03:14 AM #174
Rainer
6,425
Julio Vasiu
IXACT Contact - North York, ON
IXACT Contact a ‘next generation’ real estate CRM

Good points. I felt motivated even though I am not a realtor. I can see #5 being beneficial to everyone in the industry if everyone practiced it. 

Apr 02, 2019 07:30 AM #175
Rainmaker
912,769
Ginger Harper
Coldwell Banker Sea Coast Advantage - Southport, NC
Your Southport~Oak Island Agent~Brunswick County!

 

Good points.  This is good.  

Apr 12, 2019 08:42 AM #177
Rainmaker
2,186,927
Elizabeth Weintraub Sacramento Realtor Top 1%
RE/MAX Gold - Sacramento, CA
Put 40 years of experience to work for you

This seems rather canned to me for people who cannot improvise, but then again, I guess some agents need it. It's nothing I haven't heard pitched before so it's not enough to click on the 5 more link.

Apr 12, 2019 07:21 PM #178
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