We're not that desperate to sell. Bring me a buyer and I'll pay you a co-broker fee. The house down the street is listed for more than you're suggesting we price ours at and ours is nicer.
What are the answers? Before we start to give answers, maybe we need to think and listen to what is really being said or asked. Is it possible that "The house down the street is listed for more than you're suggesting we price ours at and ours is nicer." translates into "I want you to know that I know what is going on in real estate" or "You're not going to get away with listing my home that low" or ???.
Maybe before answering these questions/handling these objections we should ask some more questions to know what is behind the question. "Have you seen the $11,000 new tip-in double pane insulated windows that home down the street has added?" might be one question to ask if you know they spent that amount on the windows. "What price do you have in mind?" could be another approach but you may have already asked that question and didn't think the price provided fits with the current market in their neighborhood.
Asking questions and then listening to their answers will help keep the communication lines open so objections don't become irreversible roadblocks. What objections have you handled successfully and how did you do it? What objections do you need help with?
Thanks!
Rob (FREE Home Warranty with every home you buy or sell through me!!)
Rob Lang, ePro, GRI, Realtor®
Realty Executives, Hedges Real Estate (four convenient locations)
112 E. 10th, Eudora, KS 66025
1037 Vermont, Lawrence, KS 66044
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NOTE: This blog was written in the past about properties on the market at the time of the blog being written and should not be considered as active listings beyond the date of this blog.
Hi Tommie,
And pray tell, when would I have time to read a book what with all these blogs to catch up on?? Just kidding. Thanks for the tip. I've not heard of the book but get most of my handling objections tips from previous vocations.
I did forget to bring up that you can't co-broke because there ain't no "broke" (on their end). A funny one liner I heard from Alec Hagerty in my ABR classes.