Common objections In beginning of calls
- “How did you get my number?”
- Answer: You know, our technology team pulled this list together for me. Somehow your number was associated with this address through public records.
- If they are upset – "[FIRST NAME], I understand. I will remove your number right now and you won’t receive another call from me. "
- If they are just curious – Continue to ask questions
- “Why are you calling me?”
- Answer: The realtor I work with has sold lots of homes near you recently and I was curious if you had thought about selling yours.. (go back to the nurture criteria questions)
- “Stop bothering me”/ “take me off your list”/ [any angry or unhappy behavior]”
- Answer: I am so sorry to bother you. I’ll take you off our list so you won’t be called again. Never share the name of our agent if someone is unhappy. Simply say you’re sorry and hang up the phone.
- “Are you in [area]/ Where are you?”
- Answer: I am actually in the Philippines. I work as a virtual assistant for [agent]. (go back to the nurture criteria questions)
- “Are you a licensed Realtor?”
- Answer: No, I assist a Realtor. (go back to the nurture criteria questions)
- If they ask real estate specific questions (Pricing/Tax Information/Market Related Information).
- Answer: [FIRST NAME], since I only assist a Realtor, it might make sense for me to have them contact you directly to help out. In order to prepare them for that conversation, (go back to the nurture criteria questions)
- “Do you have a buyer? Do you want to buy my property? OR How much are you willing to pay?”
- Answer: We absolutely have buyers. If our buyer is not interested in your home though, would you be open to listing it on the open market?”
- “What would my home sell for/ what’s my home worth?”
- Answer: That’s a great question! I am an assistant on the team and I will have one of our agents create a market analysis and call you. That being said, what is the price that would get your attention?
- If the lead said that the property has been leased.
- Answer: When does the lease come due?
- We would sell but have nowhere to go..
- Answer: Well, that is a valid concern and I want to make sure that before you rule out selling your home, we can show you that there are still many good homes available on the market. So, why don’t you tell me more about where you would like to move?
03
Objections when you ask their timeframe
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Objections when you ask their timeframe:
We only use these objection handlers when a homeowner gives us a timeframe of over 1 year out or is extremely vague on when they are considering selling.
- "I'll be selling in a year." [Or More]
- Answer: Out of curiosity, are there circumstances that would enable you to make this happen sooner for you and your family?
- “I might be selling at some point”
- Answer: Okay well, do you think that might be sometime in the next 6 months to a year?
04
Objections to Already Has an Agent
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Objections to already has an agent
- "I have an agent already."
- Answer: Have you signed a contract with them yet?
- If no – Okay got it, well would you be open to speaking with another agent and keeping your options open?
- If yes – get off the phone.
05
Objections When Booking an Appointment
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Objections when booking an appointment
“Well I’m not an agent myself, but I work with an experienced agent in your neighborhood named [Agent Name] who is actually calculating the appraisal value of your home as we speak. Do you have any time over the next few days to talk with Don about your home?”
- "You try to set the appointment but they say no.
- Answer: I completely understand. When can (Agent) follow up with you in the future?
- “I’m not ready to speak with an agent OR Have them call me back next year [or more than 2 months]”
- Answer: It would only be a quick call so [Agent FN] can introduce himself/herself and be a reference so down the line if you have any questions you can reach back out. Would a few minutes for a quick call tomorrow be okay?
