Great answers to the questions that comes up in the process.

Thank you.

When you know the questions . . .  . and you have the answers your well on your way to getting the listing.

Good luck and success.

Lou Ludwig

Knowing how to deal with potential objections is key. Even better to addres some of them upfront before they arise. Great list.

Interesting points to the objections.  Knowing how to respond to the most common objections is the key to getting the listing.

Thanks for sharing great responses to objections on listing presentations.

Being prepared and keeping confident are key ingredients to success.

Brivity Platform - in fact, there are not too many objections from the sellers!

Thanks for sharing 5 scripts here (and 5 as a link - like that c-t-a!)

Never ask a question that you don't already know the answer to.  That is how you direct the conversation.

Good responses, but I'll be honest.  I cringed when I read #3.  "another dumb listing presenation".  So, the one I just did was dumb?  And NEVER throw another colleague under the bus. 

Great scripts. Some ans will kill the deal. May be it is better with difficult people.

Sam

The longer we are in this business the better we should answer the questions and objections... I am not a script person but I see worth in some of these answers... I dont think I would tell someone to list with me and I will call your nephew and let him know his uncle chose me... and the same with 3 dont save me time with my family I will let you know when I need time with them... not sure about 4 either... if we dont find you a home we can cancel the sell on your home no problem...  maybe that would work in the big city.... but not here!

It was very nice of you to share them... thank you very much!

These are some great answers to common objections from home owners or buyers.

Thank you for the post. I will bookmark it and read it again.

More scripting equals more information, which is generally good. I think more information is better than less that way.

Thank you for sharing!!

Fern Hamberger

fhamberger@townresidential.com

TOWN

Thanks Brevity Platform: With 49 years' experience as a Realtor, I've come across all of those objections and find that when Sellers are dfficult, there is a lot of fear  or control on their part underneath. They often are trying to cut corners, and I always remember "You get what you pay for. I explain how I work, and if that doesn't work for them, I  suggest they find someone else to work with.

These are great tips. I have used some of these scripts .

I'm going to probably modify these for my own wide of work and see if he you've any fruit.

As with all suggestions, we can pick and choose those responses that we are comfortable with, and pick up a tip or 2. I found a couple of useful nuggets here, thanks to Brivity.

Thanks again for this set of scripts! Do you should work total wonder

Cheryl Dukes - Atlanta there is a little something for everyone here and I wouldn't like it any other way. :)

A lot of these techniques can be applied to other places as well, and that's what makes them really great. You shouldn't be honest when you use them, guys.

I I just had to come back and reiterate how much I like this. I was going over some of it just now.

I'm still going over the scripts. and do you think that for the most part they were were very good!

I like the scripts...Thank you for the info and plan to put them to use..

Thank you for the scripts. I do not have any scripts that I use.

Wow! Great scripts. Thank you for sharing. 

I really loved #5!   Thanks for sharing as I am sure alot of agents will be using at least one of these scripts.

Interesting Can I call the agent and tell them they can spend more time with thier family hmmm . That is a strong statement for sure. 

Brivity Platform Just recently, I came across the objection #5 - and I simply asked the same, 'can you fire him'?

I keep going back to this because it's so useful I just want to thank you one more time

Great scripts.  Thank-you!

I'm glad this was here to remind me to bookmark it for later and I will definitely come back to it this week and thanks again for posting!

We love reading this.  We will diffenitely bookmark this. 

There are a lot of great scripts in here. thank you for sharing!

Love # 3. I tried that once, and it turned out they really didn't have another agent scheduled. They were either stalling for time or hoping to call back to me and try #5

I have always done my own thing- though sometimes it is important not to waste time recreating the wheel. I can imagine this being quite useful for a lot of people- Thank you for posting.

I like #5! That is a good answer to a bad question! one of my mentors long ago... told a person who asked him to cut his fee that he had just raised his fee  so there was no way he could do that but for him he would go ahead and honor the normal fee from before.. the guy signed on the spot and was very happy!

All 10 of these are very useful even for me who is a stager. Very great stuff! Keep posting this type of stuff.

This is a good one.  I will share for others that may have missed it.

It's never a bad thing to have options and different kinds of ideas about how to approach sales. Thank you for posting this!

Thank you for sharing these scripts. I will bookmark this post and read it later.,

Brivity has out done themselves once again. Great scripts that everyone can utilize right away.

Great Post! Scripts are very helpful, and some new ones are always good

Outstanding post.  This might be a great tool to share with my Realtor partners.

Thanks for the great post.

I never get tired of reviewing these types of posts with all the xcript on them

I know we've all had these types of objections before.  It's nice to have something prepared to stay focused and to better be able to handle these objections.

I particularly love the last one - short AND sweet! we should all practice these

Wow, these are some touch questions to answer! I think I'll loose my patience by the end of answering the 3rd questions. 

Thanks for sharing.  I have bookmarked this post.

The #2 and#3 are my favorite. I'll check the others later. Thank you for sharing.

I take it Ben Kinney has called a lot of nephews.  ;-)

Great script! Excellent to prepared yourself to handle all sellers objectives, get the listing and the property sold!. Thank you for sharing!

What a great script, I especially like your answer to number 5!

I kind of agree with all that in above me has been the best host I can

Glad to see this is getting interest from the blog audience, as it should. Good luck with everything!

This is such a great blog that gives us so much information.

Good scripts. Number 5 is nice and succinct.

I think I need to add this as another bookmark away in a good place. Thank you again for posting! :)

Thanks for these scripts.  These objections do come up often and it is important to be prepared.

Thanks for the scripts.  It is always good to see how other agents deal with objections.

#5 = perfection.
I always add - My fee is a non-negotiable. If I was to cut my fee for services right off the bat how confident would you be that I will be a good negotiator for the sale of your home?

Lots of good stuff.   I personally dont say- #4, but the rest are very good.

$5 negotiating commission is the first test of your negotiating skill, so it is importantn to be able to actually negotiate that. 

Excellent post. I particularly love the last one. Great responses. Thank you for sharing. 

I'll be sending message in my bookmarks on my reading list. Thanks very much for posting, Ben!

Sometimes it's all about saying no. And it's just that simple, there's no magic trick, you know what I mean? Corey Martin

Great scripts to some very common seller objections. Thanks for sharing!

Great tips...fearless!

I'm hoping there is a follow-up list offered by those of us that are not agents soon ... we all could gain from some tip sharing ...

Gene

Very good post, and like everyone else I do like your number 5 well thought out answer.  lol  

Definitely keep the scripts coming because I can always use more ideas! Thanks for posting to Beivity and Co.

Number five is the play people like quite a lot these days! Five is the magic number for so many of you!

I didn’t mean to delete one of my comments but I also didn’t remember what I said. I will apologize to you guys in advance:)

Good stuff here, the second batch is better than the first.  

Thank you for the scripts. I will bookmark this post and read it again 

I would say more than "no" on number 5, but I like your style. . .

I always like to revisit this once in a while just to reevaluate my skills nice job once again with this one!

As always, great scripts and answers to objections.  Keep them coming

There’s a reason why this post keeps getting features and all the traction that we keep getting on here at AR!

Gordon, You are absolutely right! The scripts are getting better and I love them more and more! Gordon Crawford

Printing out a bunch of scripts does nothing for you unless you practise those scripts. But, only you can make the script yours by practising and change them to your own personality.

The best way to approach these common seller objections is: with patience and understanding. Asking back right questions to find out their true motivation to sell will increase the chances of a productive relationship and successful transaction. 

I like to review these every once in a while to keep myself sharp. These are all very good!

Inna Ivchenko Patience and understanding are they keys to much of what we struggle in life in general.

The "let's save the other agent or broker time away from his family" is lame. What about your family.... ? Scripts are canned, and your ad lib lines rehearsed as Jim Croce sang. Can't imagine says "Would it be ok if I helped him not take the time away from his family?" 

Great scripts. Thanks for sharing. 

Wonderful.  Wish that I could share this with others.

This is such great information and guidance on how to deal with isses we are hear from time to time.

I just wouldn't say, "another dumb presentation". That would mean mine was dumb too.
No bueno.
Lauren Selinsky

Great post

Some of your tips here will not work.

For example, #3: It sounds like you're bashing your competition and many people see it very cheap.

As for #4: "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."

You will need to find the right buyer to agree for that.I was it that scenario before and many of the buyers I had did not agree to this contingency.Many said: What if it will take months until the seller will find the right home.That contingency may work in a 1031 exchange in the commercial real estate, but not in the residential real estate where many wants to move in fast.

As for #5:I had a seller who wanted to sell his home in beverly hills for $7m and asked me to reduce my commission 1% to get the listing.If I would take your advice and say NO, I would lose $105K.

In real estate everything is negotiable and that means also your commission. Real estate agents work on commission , it is better to have something than nothing.

I personally would not use number 3 at all. It is a sure way to not get the listing from most sellers. 

I like # 1 as the most helpful.  The others are ok with some changes to fit a Realtors indiviual style. - But particularly #3 and # 5 I would not use. 

I like your answer to the question about discounting your comission.

Scripts you do have to make them your own. I like #2...working with family memebers at times you can develop bad vibes unless you go into the situation as a professional and treat that family member as a client. Personal finances and being blunt also can cause tension among family members. 

Thanks for sharing the concept of scripts, but I do not do well with them. I need to go with the flow more, and i certainly don't denigrate other agents in the process...
Bruce

Always been big on scripts! Words are our tool belt. Practice in the car!

I sent this to one of my newer agents. Pretty helpful for the most part!

Great script, ideal to bookmark and practice!

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

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

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

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

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

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. 

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.

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.

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.

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.

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

Bob

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!

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.

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

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.

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

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

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

you have any more scripts that you might be uploading. Interesting when you might think of how many other people have a similar message and message

I wonder you have any more scripts that you might be uploading? Again, I would love more of these!

Love them - especially #5! Our answer to that question is "If you want a bad negotiator, go with the agent that settled for less. If you want a good negotiator, pick me."

Dialogue are the tools on our tool belt. Great stuff! Thanks for sharing!

Great post!  This are good and real objections that we are faced with.  

This is a good one.  Justs say NO when they want to cut the commission.

Great ideas. With time each agent learns to customize his/her script, but it is great start. 

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

I wouldn't say that ... it doesn't make sense.

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

This suggests that you are actually concerned about the other agent and his family time.  In reality you aren't. 

If I was a seller and a potential listing agent said this to me, that would be the end of our conversation.  It's almost insulting to that seller.  

I keep coming back to this and I can’t wait for some new ones! Thanks for posting again!

Amanda Christiansen The point is definitely a good one and even if you did care in a particular way you don’t have to look foolish unnecessarily. They should know what your job is at that point.

Great points. Thanks for sharing..

I’d like to see some updated ideas just out of interest! You just hit the nail on the head!

Congratulations on your featured blog.  Well deserved and keep them coming.

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

I agree with Raymond 137. That statement does not make sense to me.

The "twists" to the others are amusing. I tend to be more much more direct, I guess. I don't know if I could say some of those things with a straight face, so I would not try.

The best listing presentations for me are authentic. Authenticity always seems to win hands down.

great article

I’d really like to see it expanded version of this as a continual thing. That would be pretty interesting! :)

Most of this is great, but i may still go with a more personalized approach.

This is impressive that this never really gets old as a template and is pretty Evergreen. But I feel like I’m the only one talking about it on these comments haha! ;)

Elisa Uribe Realtor #01427070 I like the personal approach In the same way but I still write handwritten thank you notes to as many people as my business works with. :)

Great post. Thanks for some good ideas, especially “NO”. That said, if it is an expensive enough listing I might say yes! I would only say yes if I thought the client would’ve not overprice the home! 100% of nothing is still nothing 

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. :).

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

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

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.

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

Great response to the family member issue!

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. 

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

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!

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

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. 

Great Information.... Thanks for sharing 

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

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

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

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. 

Good points.  This is good.  

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.

What a great way to handle a seller wanting to interview another agent!

I always need tips for handling objections..  Thanks,

Hi sweeties used around a lot and yet they always seem to work that’s only good thing more than likely.