5 Listing Objections and Handlers
“Your commission is too high, will you do it for less?”
What I hear is that you wish to net (walk away with) as much money as possible,
right?
I can understand that!
Other than the commission rate is their any other reason you wouldn’t list with me…
tonight?
At STEPS, we are not the cheapest that you could hire. We don't try to be, we don't
want to be and frankly picking an Agent based on how little they charge is a terrible
way to choose. At STEPS, we strive to provide the highest quality representation
and marketing as well as the finest customer service possible. There is no way that
we could possibly do that on the cheap.
Let me show you how our system will net you the most money! Besides, if I can’t net
you what you want you don’t have to pay me anything!
The last STEP is to sign the contract!
“The other agent said they would charge less.”
What I hear is that you wish to save some money, right?
I can understand that!
Other than the other agent offering a lower rate is their any other reason you
wouldn’t list with me over them… tonight?
At STEPS, we are not the cheapest that you could hire. We don't try to be, we don't
want to be and frankly picking an Agent based on how little they charge is a terrible
way to choose. At STEPS, we strive to provide the highest quality representation
and marketing as well as the finest customer service possible. There is no way that
anyone could possibly do that on the cheap.
The question I would ask myself is what are they sacrificing in order to cut their
rate? (Dollar exercise)
Let me show you how our system will net you the most money! Besides, if I can’t net
you what you the money want you don’t pay me anything!
The last STEP is to sign the contract!
5 Listing Objections and Handlers
“I think my house is worth more.”
What I hear is that you wish to net (walk away with) as much money as possible,
right?
I can understand that! Selling your property for THE MOST THE MARKET WILL
ALLOW is MY GOAL!
(If you are secure on the value)
Other than the price is their any other reason you wouldn’t list with me… tonight?
The current, local real estate market is the primary determining factor in the value
of your house. I don’t make the market I just interpret it for you. If there were any
chance that it would sell for more money we would take it! What I can guarantee is
that I will expose it to the greatest amount of buyers so it will sell for THE MOST
THE MARKET WILL ALLOW!
(If you are unsure of the value)
Other than the price is their any other reason you wouldn’t list with me… tonight?
Roosevelt once said, “There are no hard decisions, simply not enough information.”
What I suggest we do is finish this paperwork and I will go back to my office and do
more research to insure we are getting all the information. Then we can meet
tomorrow and set the price.
The last STEP is to sign the contract!
5 Listing Objections and Handlers
“We feel obligated to the other agent.”
What I hear is that you FEEL obligated to the other agent, right?
I can understand that, loyalty is important.
Other than feeling obligated to them is their any other reason you wouldn’t list with
me… tonight?
Let me ask you. If a friend of yours had an opportunity to make more money or
have a better life would you prevent them from doing it?... even if it meant you may
have to give up something? Of course not! See you don’t owe them anything. You
do owe yourself the best possible representation you can get.
We will save them the time of preparing and I will let them know that I convinced
you to list with me.
The last STEP is to sign the contract!
“We have never heard of STEPS.”
What I hear is that you wish to have the BEST REPRESENTATION POSSIBLE, right?
I can understand that!
Other than insuring you have the BEST REPRESENTATION POSSIBLE is their any
other reason you wouldn’t list with me… tonight?
At STEPS, our Mission is to provide the highest quality representation and
marketing as well as the finest customer service possible. What I can guarantee is
that STEPS will expose it to the greatest amount of buyers so your house will sell for
THE MOST THE MARKET WILL ALLOW!
The last STEP is to sign the contract!