Posted over 3 years ago

The 4 Most Common "Objections" and How to Handle Them

Your phone ringing off the hook is usually a very good problem to have. Unless you lack the experience to move through your calls quickly. Quite a few of my clients have been experiencing this problem lately with the Spring Fever that precedes the Summer Sell Off Madness.

Having answered this very same question several times this week, I thought I'd write a post on it to refer people to. There are many objections a potential seller may raise, but these are far and away the most common.

But before reading further, take a moment to absorb and become comfortable with these facts:

  • Not every call is a lead
  • not every lead is a deal
  • the phone WILL ring again

Once you internalize that then dealing with these objections becomes pretty straight forward:

How did you get my name :

  • (glad you asked) Public records. When I see a house or neighborhood that interests me I do a little research at the county appraisers office. If I like what I see, I send a letter. (then back to the script) So tell me, do you have a house for sale?
  • ( biggie) I haven't done a good job this year of keeping track because a friend of mine helps manage all of my mail. Would you like me to have him call you? No? (then back to the script) So tell me, do you have a house for sale?
  • (humor) I'm sorry Bob, I could tell you but then my secret would be out.....(then back to the script) But please tell me, would it keep you from selling me your house?

Not interested

  • Ahh, I see. Well I do thank you for your ti....oh, wait a minute....did you mean not interested in selling or not interested in making some money by telling me who might be? (ALWAYS ask for the referral. If you don't ask, you won't get it. Marketing is cumulative; turn these folks into your bird dogs)

Take me off your list

  • Yessir, I'd be glad to. Have you had a lot of interest in the house? A lot of mail? Uh huh, I I guess you wouldn't be interested in making $500 for putting me in touch with folks who may be needing to sell in your neighborhood?

Listed for sale in MLS

  • How long has it been listed? And for what price? Did you start there or was it higher originally? Really? Well Bob your house sounds like something we’d be interested in buying and if we did, we could close quickly, in a matter of days.Unfortunately, we don’t buy listed properties. When is your listing set to expire? Well, I’ll be glad to put you into our system and give you a call back after that date if you’d like. Or if something changes and you decide to withdraw the listing, give us a call ok?

Make me an offer.

  • How about a dollar? No? What's your counter?
  • I simply have too many prospects to work with to waste time on those I can't buy. If you'll tell me what you're asking, I'll know quickly if we can do business. Is that fair?
  • Well, I'd love to, you just haven't given me anything to work with. A blind offer would be pretty meaningless don't you think? You have a number in mind. You know I'm an investor. I can’t make an offer until I see the houses. I’d love to meet with you. But I need to know what’s the best you can do if I paid you all cash, took the houses “as is” and closed on any date you choose. What ‘s your bottom line? Give me a reason to get involved. What would be the least you could consider?”

That's all there is to it...

Of course, this isn't exhaustive, but it gives you an idea of the different directions you can go in. Did you notice a commonality? Asking a question puts you back in control of the conversation. If no other question presents itself, "does that sound fair?" will usually work. Ultimately, you will want to ask a question that leads directly back into the script.

Comments (16)

  1. Tiny 1427819960 avatar jamesgr

    @Jerry Pucket this is platinum!

  2. Tiny 1447152911 avatar andrew davis

    @Jerry Puckett 

    This is fantastic, thanks for sharing!  I feel really empowered.

  3. Tiny 1442933490 avatar sshadra

    @Jerry Puckett Wow! These conversations sounds familiar to what I am already doing. Thanks for the tips! 

    1. Tiny 1399436120 avatar ejpuck

      Any time Spencer. You know as a client, you can ask me directly at any time. I don't just manage your mail, but also try to see you be as successful as you can be. Keep plugging away!

  4. Tiny 1399654244 avatar padreag

    Thanks for posting these golden nuggets.

  5. Tiny 1448387771 avatar ncarey

    Good stuff Jerry. Yes these are pretty common objections. All new marketers should read this.

  6. Tiny 1458670423 avatar reiskills

    Jerry I have placed this in my bookmarks for Sales Training Gold! Well done, Brian

    1. Tiny 1399436120 avatar ejpuck

      Wow, thanks for the compliment Brian. That means a lot coming from you.

  7. Tiny 1399791701 avatar keysha

    This is awesome Jerry! Right now I'm building my list of vacant homes in my farm area. I'll have to practice my script and these objection rebuttals before my first mailing goes out and I start getting calls ... God willing! Thanks.

    1. Tiny 1399436120 avatar ejpuck

      Thanks for the kind words. Yes, you must practice. The words need to roll off your tongue easily. So rather than memorize the content, internalize the concept. Once you do, you'll be answering from your convictions and be much more believable than when you just regurgitate someone else's words.

  8. Tiny 1418543811 avatar ilhan

    WOW! great tips. These are the most common questions and objections. saved it and memorized . Thanks.

    1. Tiny 1399436120 avatar ejpuck

      You're very welcome. As I said, I get this question a lot. The key to this is to say it so many times it comes out of your mouth naturally. So do not shun those "tire kickers" until you've mastered your phone technique. Every call is an opportunity to improve your skills.

  9. Tiny 1399713056 avatar txjoseph

    Bookmarked this one.

  10. Tiny 1499308977 avatar eliolevy

    This is gold. Thanks for posting this.

    1. Tiny 1399436120 avatar ejpuck

      You bet Elio. Talking on the phone seems to be the number one obstacle for the New. I have clients who are marketers and sales pros themselves but get tied up in knots by their prospects. The number one reason for that, I've found, is that they don't believe in what they're doing. Afraid of the appearance of a con. Prospects will sense that and push back. Be bold. You have nothing to lose.

    2. Tiny 1399581093 avatar mattn

      Great post and great advice. Thanks!