- “Even though you may have a buyer, you should
have a professional qualify the buyer, negotiate the
highest price on your behalf, and handle all of the pa-
perwork that is involved.”
Objection:“We found an agent that will list our home for
less commission.”
Counters:
- “Many agents that give discounts are really taking
the discount out on the buyer agents, which reduces
your activity.” - “If you’re getting a discount, you’re probably not
getting the marketing that you deserve and that we
provide.” - “Someone who discounts themselves will not have as
much incentive to work as hard as me.” - “Remember that old saying; you get what you pay
for.”
Turn Objections into Benefits
One way of turning the tables on an objection is to con-
vert it into a benefit. By converting the objection into a
benefit, you convert the negative feelings associated with it
into positive ones, as shown in the following example:
Seller:“We think the commission is too high.”
Agent:“That is exactly why you should consider me as
your agent.”
S:“Please explain.”The Real Estate Agent’s Guide to FSBOs