Monday News You Can Use!

THIS IS A TOUGH OBJECTION BECAUSE WE MOST OFTEN DO NOT HAVE A BUYER. TOUGH BECAUSE YOU HAVE TO EDUCATE THEM A BIT ON HOW THE PROCESS WORKS, AS WELL AS UNDERSTAND THEIR CURRENT PLAN, WITHOUT MAKING THEM WRONG OR MAKING THEM FEEL DUMB. THEY DON’T WANT TO HIRE YOU, THEY AFRAID TO MEET WITH YOU, AND THEY DON’T WANT TO HEAR YOUR SPIEL ABOUT HOW CONNECTING SELLERS WITH BUYERS IS WHAT YOU DO FOR A LIVING AND CAN DO IT FOR THEM. THEY JUST WANT TO TALK IF YOU CAN BRING A BUYER WITH YOU ON DAY ONE.

The key here is always to come from a spirit of contribution – they don’t know what they don’t know – so ask them a  clean question. “What is your Plan B if no agent can bring you a buyer on day one before even viewing the property?” You can also level with them. Say something like “It sounds like you have been talking to a lot of agents and telling them all the same thing—has any of them brought you a qualified buyer yet?” When they say “no”, now you have advanced the conversation and can ask “oh, well why do you think that is?”