5 Ways To Squash Most Seller Objections!

Have you ever lost a listing over some seller objections?

Well, anyone who's ever gone on listing appointments has. We all have.

In today's marketplace, it's vital to be on top of your game. Most home sellers are interviewing more than one agent; some are meeting with many as 4 or 5 agents before deciding who they want to hire to sell their home.

How successful you end up being will depend on how you handle seller objections. Many seller have objections, because they don't know all of the answers and/or they're not comfortable enough yet with you, so you have to provide them with enough information about the real estate process to show them you have the 'right stuff' to handle their home sale.

These 5 ways though should eliminate most seller's objections:

1. Practice Your Answers - Make a list of objections that you commonly come up against. You may even get a group of agents in your office to meet and have a contest of who can come up with the most objections and then write them all down and pass them around. The next step is to come up with the appropriate answers that will satisfy most sellers. Role play with others by having them give you objections and you answering them. You need to know your answers cold, so you don't get flustered.

2. Ask Pre-Qualifying Questions - Make a list of ten questions among others that sellers often use as objections in a listing presentation and ask the seller while you're setting an appointment time on the phone. It will also help you determine upfront if you really even want to go on the listing appointment.

3. Design Your Pre-Listing Packet - Another way to quelch many seller objections is to address them in your pre-listing packet. This goes back to what issues do most sellers have in general and with you personally and identify them. Then cover them in several pages of your pre-listing packet. When you address seller objections upfront and provide them with logical and/or emotional responses that make sense, you'll overcome most of the seller's objections and they won't be an issue during your listing presentation.

4. Add To Your Listing Presentation - Now if you still get some objections at your listing presentation, it's important to know your rehearsed answers down pat, so that you don't lose control of the situation. Some agents say they don't like canned presentations, but that's what all professionals do. They add tone and empathy to it, because that's what the seller needs to hear. You have the solution to their problem, don't you?

5. Post A 'Q&A' Page To Your Web Site - Another way to educate home sellers on how you are the best person to service their real estate needs is post Questions on your web site and then you answer them. You can come up with the most common objections, as though a seller were asking the question, and then you can give a detailed answer. You're the expert. In this type of format, you're educating the home seller without even having to personally answer the questions face-to-face. Now, if they wanted to challenge your answer, then you just get into a discussion. Find out why they feel that way or have them explain it from their point of view, so it's easier for you to give a response that will satisfy them.

So how many seller objections can you list and provide a solid answer to?

What you're attempting to do here with these different strategies is to send a pre-emptive strike on your home seller's objections. Try them and see how they work for you.

Then tell me about your results.

To your success,

Dan

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