You will have to face objections in two circumstances,
before they occur and as they occur. If you’re facing objec-
tions before they occur, that means that you are having
problems with intimidation or the fear of rejection. The
best remedy for this is to learn by trial and error. Start to
get an idea of what objections are out there for you to
climb over and then create a plan to counter them.
Objection Action Plan
There are only so many objections that a FSBO can
throw at you. Think of all of the possible objections that
you can, and write them down on a piece of paper. Then
think of all of the possible counters to those objections you
can and write them down next to the objections. Now you
can use these to practice your minor closes and tie-downs
when faced with these objections.
Convert Objections
Use minor closes when countering objections. These are
ways in which you can turn a prospect’s uncertainty into
an agreement. Simply by countering your prospect’s objec-
tion with an answer then a question, you can get them
moving in the right direction, to the final close.
Here are some examples of converting objections into
minor closes:
Seller: “We think that a 5 percent commission is too
much.”
Agent:“Sometimes investing in a professional does seem
intimidating. But, if I showed you how that 5 percentThe Real Estate Agent’s Guide to FSBOs