Many times objections can help you prepare your client for a smother transaction.
Here are TEN Objections that can work for you rather than against you if you answer them correctly.
1. I want to look at houses but I don't want to speak to a lender yet.
Answer: I understand how you feel but in order to show you the right homes and so you can get a better Idea what is realistic for your situation I ask that you speak to a lender it only takes about ten minutes and you are under no obligation to use them. I can call them now for you. How does that sound?
•2. This house has everything we want but I'm afraid we will miss out on something better.
Answer: Lets focus on this house that is here now not what maybe in the future. Would you be disappointed if you didn't get this house? If they answer yes. Reply. Then lets concentrate on getting you your new home!
•3. I think we going to wait a few months.
Why a few months what is going to happen In a few months that will change your situation?
•4. My friends think we should talk to a few more agents first.
Answer: Why would you want to talk to a few more agents? I don't think there is a magic number of agents you should talk to. Use me I am the most qualified and I am very eager to sell your home. I just need you to sign here and we will get started.
Objection: 5. should I use the agent that has the listing on the house? (only to be used if you are representing only the buyer)
Answer: No! you want to use me to negotiate for you. If you are using the same agent to represent both the buyer and seller who are they really negotiating for. I can write this offer and negotiate only for you.
Objection: 6. who are you working for me or the seller when you represent us both?
Answer: I am working with both of you I want you both to be happy and what I generally do is bring my manger in to do the negotiating for either you or the seller. After the negotiating is done I will resume my responsibility to ensure you both are happy and the escrow closes smoothly.
Objection: 7.Will I lose money in the next few months if I buy now?
Answer: I don't have a crystal ball but what I can tell you is if you are going to be here the next 5 to 10 years you should do fantastic.
Objection: 8. Can I get a good deal on a foreclosure?
Answer: You can often get a great deal on a bank owned property. There is a misconception thinking you can get 50% off. You can often get 10 to 15 % off list price depending on how many offers there are.
Objection: 9. I don't want to put an offer on a house that has offers on it.
Answer: I understand that it can be very frustrating when you are in a multiple offer situation. The goal is to get you this house if there are multiple offers on it and we know it just better prepares us on how we want to proceed. Remember " failing to prepare is preparing to fail"
Objection:10. Don't tell me if there are any offers on the house. I do not want to be discouraged.
Answer: I understand that it can be very frustrating when you are in a multiple offer situation. I don't want you to be discouraged either. My goal is to get you this house if there are multiple offers on it and we know, it just better prepares us on how we want to proceed. Remember " failing to prepare is preparing to fail"
Now lets get you your dream home.
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