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: 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]

Bring us a buyer: They tell all agents this one...

"I'm not calling because we have a buyer for your home...  But we do help find homebuyers for sellers like you that are looking to sell their home"

When would be a good time for us to stop by and take a look at your home?

What's your commission:? At this point, they are going to push you to answer how much you charge.

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

“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: They want to push you off so they can avoid making a decision now.

“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: 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 what our homes worth over the phone?: They want to get the data and never speak to us again.

"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?”

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

"Ok, I understand that you're busy, remember that we work 7 days per week so I can come out at a time thats convenient to you. It's free of charge and you're never required to sell your home. And don’t forget that while I'm there I will discuss with you those 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 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 will wait till spring to list: They want to brush off agents, and this excuse has been working on the rest of the agents.

"Hey, I can appreciate that, let me ask you, do you want to wait for spring or do you need to wait till spring?"

Prospect: [We have some things to do to the home first, then we will interview]

“Great, so if we brought you a full price cash offer today and you could skip everything else, would that be something you'd be interested in?”

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:

"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:

"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:

"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:

"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]