Buyer - Objections and Responses

Common Buyer Objections

These are the most common objections that you will face on a regular basis. We have listed them in order according to our extensive tracking. These need to be posted anywhere you handle calls. The key to handling any objection is to turn their objection into a benefit of your service. Make them comfortable and they will meet. Remember we are looking for the meaning behind their objection, the caller will not state the objection title.

OBJECTION HANDLES

A good objection handle will:

Agree with the prospect, then Turn the objection in part or whole to a solution Assume that the prospect has no other reason not to move ahead (close)

I don’t know when I’ll be available/I don’t have any time/I’m too busy to meet:

Well this was designed for busy people just like you. Having all the information sent to your e-mail makes it so you can check it on your schedule, and it will save you hours simply because you will have access to all the information about the properties that interest you, including the room sizes and even the property taxes. It takes 10-15 minutes now but will save you hours and hours over the timeframe that you are looking for your next house. What is better for you … days, evenings or weekends?

I can’t book without talking to my spouse/ other:

Why don’t we do that and what we will do is set a time that usually works best for both of you and what I will do is call you the day before to confirm that time still works. This will give you the chance to speak to your spouse and this way you don’t have to call me back. What is usually better for the both of you … days, evenings or weekends?

I can tell you right now (over the phone) what I want:

I know that you have a clear understanding of what you want in your next home, and we need to get that same great understanding. We need to sit down with you and take the proper time to get a firm understanding of what you want, so we don’t waste your time by sending you information that doesn’t match what you are looking for or worse that you miss out on a great deal. It only takes 10-15 minutes and then we are on our way to finding you your next home. What is better for you … days, evenings or weekends?

I’m getting that info on the internet:

You know searching for homes on the internet is a great way to start your home search. The problem is that the internet can be up to two weeks behind, and you need the most up-to-date list available. What we do is update you daily on what is new on the market and what has had a recent price change so you are among the first people to know about the great deals. It only takes 10-15 minutes and then we are on our way to finding you your next home. What is better for you … days, evenings or weekends?

I don’t want to waste your time:

We appreciate that, but please understand that this is our business. We help people make quality decisions about real estate. Sometimes that is to buy, and sometimes it is to do nothing. We never consider it to be a waste of our time to help people. We have worked with people for a year or more before they found the right home. This is just the way we do things. We know that our list of homes will help you make a quality decision. It only takes 10-15 minutes and then we are on our way to finding you your next home. What is better for you … days, evenings or weekends?

YOU HAVE set me up already for the emails: (if you offer this service)

What you have signed up for is a great preliminary search tool; it includes our listings and those that others have allowed us to send. What we are offering is to get you access to all the information just like realtors get. What we do is update you daily what is new on the market and what has had a recent price changes so you are amongst the first people to know about the great deals. It only takes 10-15 minutes do you have time on Wednesday or Thursday at 8pm?

I’m getting that info from newspapers and magazines:

Newspapers are a great way to get knowledge about the marketplace. Today in the papers you are only being exposed to less than 7% of the homes currently listed for sale, as well as the fact that newspaper deadlines are about 1 week before print and as you know the best-priced homes sell first, and they are often sold before the paper even comes out. What we do is update you daily with what is new on the market and what has had a recent price change so you are among the first people to know about the great deals. It only takes 10-15 minutes and then we are on our way to finding you your next home. What is better for you … days, evenings or weekends?

I simply drive by the areas I want/I know which streets I want:

That is great you know where you want to be. Are you aware that only about 80% of homeowners want a sign on their lawn, and it can take 48-72 hours to get the sign installed? Therefore, even if you drive through on a daily basis, there are homes for sale you don’t even know about and some of those might get sold before the sign even shows up. What we do is update you daily with what is new on the market and what has had a recent price change so you are among the first people to know about the great deals. It only takes 10-15 minutes and then we are on our way to finding you your next home. What is better for you … days, evenings or weekends?

I only want to deal with listing agents:

Are you aware that the listing agent is legally obligated to get the best price and the best terms for the seller? The seller is under their care and protection. Did you know that a commission is predetermined ahead of time should they bring a buyer, and it is generally .5%? Don’t you want someone to have your back and be willing to go to battle for you? Don’t you want to have your own agent who will be legally obligated to get you the best price and best terms? I know that we can get you a better deal than .5%.

I don’t have an Email Address:

That’s okay, what we can do is the same process, we will set up our e-mail search for you but instead of sending you the e-mails, we will send them to your buyer agent, that way someone is still looking out for you on a daily basis, then they will call you with any homes that match what you are looking for, set up the showings and get you guys into these homes. Would you be interested in that?

WHY DO YOU HAVE TO MEET WITH ALL BUYER’S INVOLVED IN THE SEARCHING PROCESS?/ I’M THE DECISION MAKER AND YOU ONLY NEED TO MEET WITH ME

I know that you have a clear understanding of what you want in your next home, and we need to get that same great understanding FROM EVERYONE involved in the searching process. Usually each person has slightly different wants and needs that are important to them when searching for a home. We need to sit down with all of you and take the proper time to get a firm understanding of what everyone is looking for, so we don’t waste your time by sending you information that doesn’t match what you are looking for or worse than that miss out on a great deal. It only takes 10-15 minutes and then we are on our way to finding you your next home. What is better for you … days, evenings or weekends?

The Client Has an agent in MIND / I’M already getting emails from someone:

Well, I’m sure you are getting the basic information, but our list includes access to all of our teams’ properties before they hit the market to give you an advantage over all of other buyers out there, and we list 7-10 new homes a week. Would you be interested in receiving information on those homes as well?

I don’t have to sign anything when we meet do I?

No, absolutely not. You don’t have to sign a thing. We are just going to get you the information to help you make an educated decision. (Note: You are not saying anything wrong here. The client does not have to sign anything when they meet with you. Only if they choose to work with you as their agent do they have to sign a contract.)

I’m not really sure what I’m looking for (Not ready yet):

This objection will usually come up before you have gotten to your Buyer Offer or right after making it before they have agreed to want what we have.

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 you are more likely to find a great deal. We have set these emails up for many clients, some who decided afterwards not to buy. However everyone loves the emails and makes a quality decision based on all the facts. We can get the process started and before you know it you will be ready to make that decision. Are you sure you are not interested in this free service?

Do you deal with Rental properties? / I think I’ll just rent for now:

This objection will usually come up before you have gotten to your Buyer Offer or right after making it before they have agreed to want what we have.

We need to quickly handle these immediately, and figure out if we wish to continue to spend time with these callers.

Are you hoping to buy a home after that?

If “Yes”: When do you hope to make a purchase if everything works out perfectly? (depending on their answer decide if you will make an offer, book a follow-up or say goodbye. You may have to help them rent a property now, then buy in a few months, but this simple question can add a few deals to your business every year.)

If “No I can’t afford it”: Ok well, I’m not sure how much help we can be, you see most rental properties don’t go through the Real Estate Agents, they just get listed in the paper, so I would suggest you try that route for a while and see if you can find a unit. If you need us in the future, don’t hesitate to call. Have a good day.