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 1 time:

Re-Blogged By Re-Blogged At
  1. Ginger Harper 03/25/2017 01:22 PM
Topic:
Real Estate Best Practices

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Rainmaker
204,419
Ron Buck
The Ron Buck Group - Laguna Niguel, CA
Associate RE Broker at Keller Williams Realty

If I ever have to have an opperation I hope the surgeon is "scripted". I don't want him going with the flow. :)

Mar 02, 2018 05:04 PM #108
Rainmaker
2,584,784
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Thanks for bringing this post back again so I can bookmark it for later! I was just thinking about this!

Mar 07, 2018 11:07 PM #109
Rainmaker
2,584,784
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Yeah, I agree with the above comment about wanting the operation to go smoothly. Hopefully it does

Mar 07, 2018 11:09 PM #110
Rainer
4,638
Ramesh Anthony
Annie Mac Home Mortgage - Los Feliz, CA
FHA 203k and Homestyle Renovation Specialist

Loved #3 and #5. You don't ever want to compromise on what you charge... 

Mar 13, 2018 01:34 PM #111
Rainer
176,192
Scott Dutton
Equity Real Estate - St. George, Utah - Saint George, UT
Associate Broker - Equity Real Estate

Ben, Thanks for sharing. You have some great scripts.

Mar 22, 2018 06:22 AM #112
Rainmaker
1,103,041
Evelina Tsigelnitskaya
SIB Realty - Sunny Isles Beach, FL
www.SIBRealty.org 305-931-6931

Great post. 

One of the sellers asked me about another agent they did interview. 

My answer was: " If I say something bad about this agent- I won't look good. If I say something good - she is my competition. All I can say, I am for you 24/7 and job will be done." 

I got the listing, and we sold it. 

Mar 26, 2018 09:51 AM #113
Ambassador
3,722,143
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

We are dealing with objections in our coaching sessions. In a tight market sellers don't think they need to pay full commissions or even need an agent. It's tough.

Apr 10, 2018 06:44 PM #114
Rainer
156,510
J.R. Schloemer, CRS
Kentucky Select Properties - Louisville, KY

Good points to objections. I can't say I agree with all of them, or could see myself doing some of them, but they are good things to have in the back of your head when the need arises.

Apr 18, 2018 06:37 AM #115
Rainer
3,170
Alex V
RE/MAX Premier Realty - Mission Viejo, CA
Real Estate Associate

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.

 

Very good point here. I may make this my new highlight why you need to hire someone you can fire.

Apr 30, 2018 08:07 AM #116
Rainmaker
2,584,784
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

This is probably the most evergreen thing you can do as a post on here. Very good stuff. I’d like to see the next 10.

Apr 30, 2018 10:50 PM #117
Ambassador
3,442,216
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams fox cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Thanks for sharing the scripts, will check them out and put them into action.

Bob

 

May 01, 2018 09:55 PM #118
Rainer
12,724
Eric Sztanyo
Keller Williams Advisors Realty - Cincinnati, OH
Cincinnati & NKY Realtor® | TeamSztanyo.com

These are fantastic. Particularly in this sellers market in Cincinnati, #4 is really helpful. I'm going to be practing each of these. 

#2 is also one I've lost leads to. I want to nail that one also. 

Thanks!

May 13, 2018 07:34 AM #119
Rainer
230,063
Stephen Turner
TriCorner Homes (TriCorner Realty) - York, PA
The BIG Guy of NEW HOME SALES

Scripts are good to have. I see others feel more comfortable without scripts and my response is you'll be more comfortable with scripts after you practice them and tweak them to your own style! Thanks for sharing these.

May 13, 2018 09:38 AM #120
Rainmaker
379,027
Tom Bailey
Margaret Rudd & Associates Inc. - Oak Island, NC

Thanks for this great post! We all know these answers, but we always need reminding. Thanks again! I need to practice these more often.

May 13, 2018 08:10 PM #121
Anonymous
Peoplesbiography.in

eid wishes 2018

May 23, 2018 03:24 AM #122
Rainer
305,585
Muhammad Mushtaq
Weichert, Realtors® - SBA Group - Fall River, MA
Broker/Realtor

A good refresher to start the day with. These type of scripts should be pinned at every agent desk so they rehearse it on daily basis.

May 23, 2018 05:28 AM #123
Rainmaker
2,584,784
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I just have to make sure I say the stuff ethically or else I can come off as shilling, ya know?

Jun 11, 2018 04:04 PM #124
Rainmaker
281,305
Matthew Klinowski, PA
Downing-Frye - Naples, FL
Golf Community Real Estate Expert

Thanks for the helpful tips on listing presentations.  These are great reminders for all of us.  Have a great day.

Jul 18, 2018 02:48 AM #125
Rainmaker
5,964
Homebuyers NH
HomebuyersNH - Alameda, CA
Real Estate Solution Company

Working with a script can be a good idea. But it can be good to have a natural flow mixed up with a well known script.

 

 

Sell Your House Fast in Las Vegas

Jul 18, 2018 07:12 AM #126
Rainmaker
2,584,784
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

This one always pops up and makes me happy to see that it’s popping up in the lead articles!

Jul 18, 2018 11:52 PM #127
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