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Acknowledge “objections” and MOVE ON. Keep talking. Usually they’re not even objections, the lead doesn’t really know what all is happening or how it all works. If they don’t hang up on you, don’t effectively hang up on them.
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We don’t use word-for-word scripts, but it can be helpful to think through some of the common “objections” or questions that we encounter frequently, so that you can formulate the best way to respond in those scenarios.
With most objections, the best strategy isn’t to debate or correct. It’s usually more effective to just Acknowledge and Ask more questions. But in some scenarios, it can be helpful to educate them on something that maybe they’re not aware of or just don’t understand.
“Oh okay, so were you able to get an appointment set up to see it?”
“Gotcha, did all of you questions get answered?”
When someone says they’re not looking until next year, or when school gets out, or after the holidays, etc, just continue to the conversation. Don’t say “Oh okay, I’ll touch base closer to then” and end the call. Instead, Acknowledge and Ask more questions —> “Gotcha, I’ll make a note to keep that timeframe in mind. So what ___ are you going to be looking for?” (What areas, what are the must-haves when you start looking, etc.)
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Take whatever they say their timeframe is and cut it in half. (If they say they’re planning to move a year from now, follow-up as if they’re moving in 6 months)
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“Gotcha, well I’d be glad to keep sending you info on new listings coming up and keep you in mind for any Coming Soon listings our team has coming up. Have you signed an exclusive buyer’s agreement with them? Just want to be sure I don’t step on any toes!”
“Awesome, congrats! What area did you end up buying in?” and then follow up by acknowledging the area and then asking for their address: “I’d be glad to set you up to get an email alert when a home sells in your neighborhood so you can keep an eye on what the market is doing. What’s your new address?”
“Gotcha, definitely understand that. Prices have definitely gone up significantly over the past few years. So are you renting right now or do you have a home to sell?”
If they have a home, then discuss how the rises prices are going to allow them to sell their house for more, which will even out for the price they’ll pass for their next house. And if prices did go down, what they get from their current home will be lower too, so it’ll pretty much even out either way.
If they don’t have a home, discuss when their lease ends and how rent prices are likely to continue going up as well, so it can be really beneficial to lock in a mortgage payment instead of a rent payment. And then when interest rates hopefully go down again, you can refinance at that point to get a lower rate, but already have that purchase price locked in.
Or, “Yes, prices have definitely go up a lot over the past few years. One of the main reasons for that has been the rate of inflation recently, which of course has affected the cost of everything. But another main factor has been the low number of homes on the market, so buyers have been willing to pay a premium to beat out other offers. The good news is that inventory levels have started going back up over the past few months, so hopefully we’ll see things continue in that direction.”