Seller Objection Handlers

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

We're not interested: Audio : Video Explainer

"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]

Bring us a buyer: Audio : Video Explainer

"We might have a buyer but we won't know until we've seen the inside of your home... when would be a good time for us to stop by and take a look? Wednesday or Thursday evening?"

What's your commission:? Audio : Video Explainer

“Well, we have a few commission options available ranging from 3.5% to 7%. However, without seeing your home and being able to determine the marketing and effort required to get it sold properly for the highest amount possible, I wouldn't know the best option for you right now. Given that, when is the best day for me to come over and discuss the options so you can choose what works best for you? Its free, it's quick, and of course, you're never obligated to sell"

Prospect: [Ok, fine]

“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?”

We already have an agent: Audio : Video Explainer

“Would you be open to interviewing other agents? I ask because there is a big difference between what abilities, services, and experience levels different agents have. Don’t you owe it to yourself to choose the best agent to sell your home? Would you be open to hearing what we do to set your house apart from the rest which makes us ranked in the top 1% in closed sales in the county? Its free, only takes a few minutes, and of course, you're never obligated to sell. Are you sure you are not interested in hearing how you can get more money for your home?”

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?”

Our home isn't ready to sell: Audio : Video Explainer

“Well this is great for you then. I am trained to overlook the issues that you are going to fix and still be able to provide you with an accurate evaluation of your home. What is even better is that I can offer valuable advice about what to fix and what not to fix when readying your home for sale. This can save or make you thousands of dollars! Its free, only takes a few minutes and, of course, you're never obligated to sell. Are you sure you are not interested in this free service?”

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?”

We already know what our home is worth: Audio : Video Explainer

“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 what our homes worth over the phone?: Audio : Video Explainer

"I would like to give you an accurate evaluation, and as I am sure you are aware, the inside of your home affects the value a great deal. Therefore, in order to do an accurate job, I need to see the inside to be able to tell you what it’s worth in today’s market. What is even better is that I can offer valuable advice about what to fix and what not to fix when readying your home for sale. This can improve the value of your home by as much as 5%!"

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?”

Now is not a good time: Audio : Video Explainer

"Ok, I understand you're busy, remember that we work 7 days a week so we can come out at a time that's convenient for you. It's free of charge and you're never required to sell your home. And don’t forget that while we're there, we'll give you some quick and easy tips that can improve the value of your home by 5% or more. Wouldn't that be worth 10 minutes of your time?"

Prospect: [Yes, Ok]

“Great, It won't take long and there's no obligation. What time works best for you? Days, evenings, or weekends?”

We're going to wait until spring/summer/fall/next year.. : Audio : Video Explainer

"Hey, I can appreciate that. Is it because you think that you HAVE to wait until spring.. So let’s say, if we brought you a full price cash offer in the next two weeks.. Would that be a problem? Would this interest you?"

Prospect: [sure, of course.]

"Great, when is a good time for us to swing by and take a look? Tomorrow or Wednesday morning or are afternoons better?

We're taking it off the market: Audio : Video Explainer

"I hear what you're saying...and if yesterday I brought you an offer you liked ... you were moving right?  Let's just meet for 15 minutes... when you see our aggressive proven plan... if it makes sense... we sell... and if it doesn't, it was just 15 minutes... sounds good?"

Prospect: [sure, ok.]

"Great, when is a good time for us to swing by and take a look?  Tomorrow or Wednesday morning or are afternoons better?

We have a friend in the business: Audio : Video Explainer

"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 going to try it on our own for a while: Audio : Video Explainer

"I can appreciate that... and let me ask you a question... if I can sell your home in the next 30 days... and save you time... would it be worth just 15 minutes to hear exactly how I can do it?"

Prospect: [Sure, I guess]

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

You agents are all the same: Audio : Video Explainer

"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?"  Monday or Tuesday Morning?

Where were you when my home was listed before?: Audio : Video Explainer

"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?:
Audio : Video Explainer

"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:
Audio : Video Explainer

“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: Audio : Video Explainer

“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:

“Great! Angela will be able to give you some advice on what to do and what NOT to do to sell your home for top dollar. Some renovations may even lower the value of your home. When’s a good time to stop by?”

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]

You're the 10th agent to call us!!:  Audio : Video Explainer

Ahh.  So you have a lot of agents calling huh?

At least you know there's 9 other agents out there actually working hard today.[Next... move to the next question on your script]

Why don't you just send over your information.. :  Audio : Video Explainer

"Absolutley, we'd be glad to send over some information on how we sell homes for top dollar.

What's your best email?[Get the email, then jump right into the next question.]

Great, now Mary, If you were to move, where would you go next?

 

Where did you get my phone number? :  Audio : Video Explainer

"We actually just found it online.. because we are trying to figure out if your home is still for sale."

I need to speak with my spouse:  

"Absolutely, I respect the fact that your spouse will be involved in the selling of your home and I wouldn’t expect you to make a decision without them.

What I want to do, is to give you the chance to make a tentative appointment for Wednesday at 6pm, you can talk to your spouse and if you both decide that you don’t want us to come over, just give us a call or text and let me know and we won’t come by. How's that sound?"