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Sign the Contract
Objections handled.
| Question | Answer |
|---|---|
| I have a friend in the business. | I can appreciate that … and almost everyone does … so let me ask you … do you absolutely have to … sell this home … or … are you just looking to do your friend a favor? Obviously … you had me out for a reason … right? Do you feel I can sell |
| What do you do to sell homes? | That’s a valid concern … and let me ask you … are you aware … that there are two kinds of real estate agents? There are passive and active … I am an active agent … meaning … when you … sign the contract tonight … I will spend all of my time activel |
| We were thinking about (X) company or we’ve never heard of your company. | I can understand your concern … and I think you realize a company doesn’t sell a home … it’s the individual agent’s activities … |
| We’ll save the commission by selling it ourselves. | I agree you can save the commission by selling it yourself … are you aware that today over _________ homes are for sale … last month only________ actually sold… that’s a _____ month supply of homes … if no other homes come on the market … and … last |
| What do you do to sell homes? | That’s a valid concern … and let me ask you … are you aware … that there are two kinds of real estate agents? There are passive and active … I am an active agent … meaning … when you … sign the contract tonight … I will spend all of my time activel |
| “I have to keep my promise to the agent from which I originally bought the home.” | “That’s great, I can appreciate your loyalty and that is a quality that I respect in people … so, I’m curious, let me ask you this … “Has there ever been a time when you decided to buy something or do something and a friend said, “Hey, no problem wh |
| “I’ll sell my home when the values go up!” | If a prospect has no reason to sell their house then that is a condition. You can’t overcome conditions. |
| “How much advertising will you do, because I want a lot of advertising?” | “I understand that advertising is a concern … Are you familiar with the difference between passive and active marketing?” (No?) “Passive marketing is basically sitting around with your fingers crossed waiting for a buyer to shop up and buy your hom |
| “I want to find a house before I put mine on the market.” | “I agree, finding your new home is important and the unfortunate thing is … it may take as long as three months for your home to sell. Then it will take another two months to get all of the paper work done and, by that time, any home that you would |
| “We aren’t quite ready yet, we need to finish a couple of projects around the house before we put it on the market.” | I would say … "I agree that making sure the house is up to par is important and you probably didn’t realize how little effect it will have on getting your home sold … “Let’s get your home listed for sale, get some of the top brokers in town to show th |
| “Why don’t you advertise? Everyone else we talk to says they do the same things as you plus they advertise.” | I’d say … "Obviously that is a valid concern and I’m glad you brought it up … You see, I want you to realize that if an agent tells you that he or she does the things that I say I’m going to do, which is to … “Actively prospect daily every single da |
| “We want to try selling it ourselves.” | “I totally understand the thought of trying to get a home sold yourself … I mean, let’s face it … saving that commission can mean some good money in your pocket … right?” (Right!) “So, I’m curious, are you familiar with the difference between passi |
| “We have a good friend in the business.” | “I can appreciate that, almost everybody does, so when would you like to see how 85% of the homes I list for sale sell and why only 40% of the homes listed with other agents sell … tonight at 6:00 or tonight at 7:30?” |
| “We’ll list after the holidays.” | “I think that’s perfectly valid and tell me, how many days during November and December are you going to want all to yourself?” (About five) “Five, that’s great.” “Now, did you know that exactly ____% of the homes listed for sale actually sell?” |
| “We’re already committed to another agent.” | “Great! So, you have already signed a listing agreement?” (Well, no) “So, you are not committed, you are just promised … right?” (Right!) “You know … I really don’t care if you list your house with me … “If you’re thinking of interviewing more ag |
Created by:
elusive007
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