Buyer Objection Handlers

Have your rebuttals ready, finish your rebuttals with the next question on your script and close more deals!

We're not interested: They try to cut you off and end the call...

"Of course you're not interested...  I haven't given you enough information to make an informed decision yet.  Let me just ask...  [Ask next question on your script]

We're already getting info:

“I assume that you want to get a good deal when you buy, right? Then, you need a method of getting priority notification of hot new listings as they come on the market. Unfortunately when you're looking on those websites, the information is typically at least a week old and often as much as two weeks old. As you know, the best deals go quickly, so if you rely only on public websites for this information, you're guaranteed to miss out on the best deals. My priority notification service is free and, of course, you're never obligated to buy a home. Would that interest you?”

Prospect: [Ok, fine]

"Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?"

We already have an agent: At this point, you need to ask if they've already signed a contract.  If yes, you cannot continue.

“Well, I’m not sure what the other person is sending you but my list includes Bank Foreclosures, Distressed sales, as well as Not-Yet-On-The-Market homes. Further, our service provides these listings REAL-TIME so you won't get beat out on that great deal.

Also, My company also offers GUARANTEES to our buyers. Does your current agent have any guarantees? Would you be interested in getting information on those properties?

Prospect: [Yes, Ok]

"Our services are free and of course you are never obligated to buy a home. Does that sound like something that might interest you?”

Prospect: [Sure, I guess so]

"Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?"

We only work with listing agents:

"So what you are talking about is what is called “Dual Agency” – which is pretty much suicidal. The reason its suicidal is that you will not have any representation on YOUR side while you are making probably the biggest financial decision of your life. By the very nature of the sign being in the yard, we know that the Seller has professional representation representing the Sellers interest – why wouldn’t you have your own? It does not cost you anything to have professional representation for you as the buyer. That’s right, its free to you. I tell people that using the listing agent to represent them as the buyer- its like going to court against a lawyer…without a lawyer. Its suicidal."

Also, our company has Buyer Satisfaction Guarantees that could be of great benefit to you. So, are you sure you would not like to hear how you can have your own interests protected AND it will not cost you any money at all?

Prospect: [Yes, Ok]

"Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?"

We already know what our home is worth: They are too emotionally invested to be objective about their homes value.  We have to push to meet them.

“Ok, but I can give you tips on what to do and what not to do to sell your home for the most amount of money – these tips can often increase the value of your home by 5%. I can also show you what all of your closing costs are likely to be so you will know how much money you will have in your pocket after closing. Its free, only takes a few minutes and, of course, you're never obligated to sell. Does that sound like something that might help you?”

Prospect: [Yes, Ok]

“Great, It won't take long and I should be able to help you make thousands when you sell your home. What time works best for you? Days, Evenings, or Weekends?”

Can't you tell us over the phone?: They want to get the data and never speak to us again.

“ I know that you have a clear understanding of what you want in your next home but I need to have a great understanding. I need to sit down with you to take the proper time to really get that understanding so I don’t email you dozens of homes each week that may not match your criteria, or, more importantly, you end up missing out on that great deal because I didn’t know you would be interested in it. My priority notification service is free and, of course, you're never obligated to buy a home. Would that interest you?”

Prospect: [Yes, Ok]

"Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?"

I'm too busy to deal with this now: They want to brush you off, but are blanking on an excuse.

“Well, this program is designed for busy people just like you. Once I get what you are looking for I’ll only send the homes that meet your exact criteria and you can check them on your schedule. This will save you hours and hours over the time you are looking for a home. My priority notification service is free and, of course, you're never obligated to buy a home. Would that interest you?”

Prospect: [Yes, Ok]

"Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?"

Let me check with my spouse: This is a low commitment blowoff.  Get them to commit.

“Well, since we are on the phone right now, and we’re both really busy, why don’t we set up a tentative time and if that time doesn’t work, you can give me a call back and we’ll reschedule. My priority notification service is free and, of course, you're never obligated to buy a home. Would that interest you?”

Prospect: [sure, of course.]

Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?

Don't want to waste your time:

“I appreciate that, but please understand that this is my business. I help people make quality decisions about real estate. Sometimes that is to buy, sometimes that is to do nothing. I never consider it to be a waste of my time to help people. I have worked with people for a year or more before they found the right home. This is just the way I do things. I know that my list of homes will help you make a quality decision. My priority notification service is free and, of course, you're never obligated to buy a home. Would that interest you?”

Prospect: [sure, ok.]

Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?

We have a friend in the business:

"I can appreciate that, have you signed a contract with them?"

Prospect: [No, we have not]

"Let me ask you a question... after (x) months on the market and knowing what you NOW know... wouldn't it be worth just 15 minutes to hear a different opinion... and a fresh approach?  It will only take 15 minutes... are you free this afternoon?"

"Great, when is a good time for us to swing by and take a look?"

We're not really sure what we want:

“That is very common. What we can do is sit down and set up a search so that you will start to gain market knowledge. This way when you are ready to purchase, you will be a more educated Buyer and more likely to recognize that great deal. I have set these searches up for many clients, some eventually decided not to buy – and that’s OK. However, this way you can make a quality decision based on all of the facts. It only takes a few minutes and, of course, you're never obligated to buy a home. Are you sure you are not interested in this free service?”

Prospect: [Sure, I guess]

Great, it will only take 10-15 minutes and then you are on your way to finding your next home. What works best for you? Day's, Evening's, or Weekends?

You agents are all the same:

"I hear you and actually at [company name] here in [city] we sell [x] times more homes than our competition... would it be worth just 15 minutes to hear exactly how we can do that with your home?"

Prospect: [Sure, I guess]

"Great, when is a good time for us to swing by and take a look?"

Where were you when my home was listed before?:

"That's a great question actually...  I was busy fulfilling the promises I made to my sellers to show, market and sell their homes... I didn't even know your home was on the market until today when the agreement expired... scary huh?  That's exactly why we should get together... I specialize in selling homes that other agents didn't and have a 19 point marketing plan I know you'll be impressed with... "

"Great, when is a good time for us to swing by and show you?"

If I list my home with you and buy my next home from you, will you
cut your commission?:

"You know, I can appreciate that, and I want to be up front with you and say NO, I
will not cut my commissions, and for one very simple reason”.

“As a professional my time has a certain value and I only work with people, like
you, that realize the value of my service… and before you say anything, think
about this…

“If an agent is willing to cut his or her commission, just like that, how well do you
think they will hold up when it comes to negotiating the best possible price for
your home?”

I want to demonstrate, up front, how tough I am going to be for you…Therefore,
cutting my commission is not an option…does that make sense?"

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 when you need help, I can do it” and in the
end, because you didn’t check around, you really didn’t get what you
wanted…

Have you ever been there before?”

Prospect: [YES]

“Well, I think you might find that this time is just like that time, and with that in
mind, I’m sure you can see the importance of having me over to give you a second
opinion…that wouldn’t hurt anything, would it?”

 

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 have found would already be sold.

“Let’s get the listing agreement signed right now and get to work on getting your
home sold tonight, so you don’t have to wait any longer than is necessary to get
moved into your new home…sound good?”

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 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
the house to prospective buyers and get their feedback…

“The good news is you’ll find that maybe only one or two of your projects actually
need to get done…. if any at all…”

“It sure would be nice to not have to spend a dime to get out of this
place…wouldn’t it?”

Prospect: [Yes]

“Great, which would be better for you, tonight at six or 7:30?”

 

We want to think it over:  Force them to make the general more specific.

“I can appreciate that, making a logical decision is important…so tell me, what is it
specifically that you’re going to have to think over?”[Now, they will give you the real hidden objection and you can handle it using the
patterns you have already learned]