And here is one last example:Seller:“We want to wait until spring to list our home with
an agent.”
Agent: “Spring isa great time for selling a home. If I
showed you how you can sell your property faster now
than in the spring, would you consider listing today?”
S:“I don’t think that’s possible, but if you can do that I’ll
consider it.”Then you can go into an answer of your choice (for some
good ideas to counter with, refer to the section below). You
can tell them that having a sign up in front of their home is
essentially adding market time onto their property and that
listing today will stop their home from becoming stale.
Be as creative and influential as possible. Write down the re-
sponses to as many objections you can think of and practice
using them in real conversation scenarios. That way you’ll
build your reflex to answering these like a pro.
Common Objections and Counters
If you are like most agents, objection handling is prob-
ably one of your biggest weaknesses. Here are some com-
mon objections you’ll face and some ideas for countering
the objections:
Objection:“We don’t want to list in winter.”
Counters:
- “In the winter weather people still shop for homes
and those that are looking are more serious.”
The Real Estate Agent’s Guide to FSBOs