Many times, the ability to overcome an objection will buy you a few more moments, allowing you to build a relationship and turning a frustrating call into a money call.  Overcoming objections is one of the reasons my coaching clients are getting the deals from the other agents! 

Here is a question that I recently received from one of my coaching clients: 

Question:

 Please give me your thoughts on these.  I am putting together the script to overcome these objections.

1.  Buyer calls in inquiring about a property or emails in.  When we talk to them and ask if they are working with an agent.  They say, “I am already working with an agent.”  I want us to challenge/question this since obviously their agent isn’t doing their job.

2.  Buyer calls in and says “I am calling on behalf or to get information for _____________.”  Could be friend, relative, business associate, etc.

Thanks for your input.

John Peterson, RE/MAX Realty

Answer:

“Thank you for calling.  With all due respect and I hope not to offend you – but you are working FOR an agent.  When we work for our clients, we do the calling, we do the research, we show you items not in the MLS, and we get you some listings before the other agents even get them!  Add to those items about ten other exclusive services that we offer our clients.  Have I earned the right to try to obtain your business and start with the business of finding you a home?”

Use the same script on the second one but ask them to relay it to their friend, relative, associate, etc. 

Walter Sanford has been designing and implementing real estate systems for 30 years.  One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry.  Do what works, do what is proven.  Hire Walter Sanford.  Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.