Objections - How to Handle Them Like a Smart Agent It is very important to practice how you’ll overcome objections. Most agents imagine how they’ll handle it to some extent. But scenarios don't always play out exactly how you expect in the actual moment. If you stumble even for a few seconds, or your answer isn’t 100% clear, you can easily destroy a homeowner's faith in your knowledge and ability to sell their home. Ideal objection responses are ones that fully speak to the prospect’s concerns. The best way to make sure you have a foolproof response to common objections is to practice them over and over again — preferably, with other people around. Ask a co-workers, friends or family members to play the role of the homeowner. Study your responses as much as your listing presentation. Your responses won’t be the same for every situation, but having a great handle on how you generally want to respond to different questions will ensure your a smoother presentation in real time. Pricing Objections One of the most common kinds of objections you will come across, a pricing objection occurs when the homeowners believe they can get more money for the home than what the market and the house itself will actually yield. If the owners want a price that is higher than what the home will sell for, they might argue for it a few different ways. Here are some replies to their arguments: Example One: "Another agent said he can sell it for more." What to tell them: “It's about the market. Agents don't decide what your home sells for; the market does. Take a look at the houses on the market compared to yours. The MLS data is the same for everyone, but some agents are just going to tell you whatever they think you want to hear.” Example Two: "Zillow has my home priced higher." What to tell them: “The Zestimate just takes statistics from the deeds of the houses in that area to get that price. They don't include the condition of the home or any upgrades you might be planning. They are almost
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