client's good will

Encountering a homeowner objection when prospecting is good news — they are still in conversation with you! An objection is a question in the mind of the prospect that remains unanswered.  The objection may be a test to slow you down, check you out, and see how strong you are. The agent who perseveres through any objections wins the appointment.

How to encounter fewer objection when prospecting: Stay on script and keep the conversation moving without hesitation. Strength and confidence in prospecting often melt objections.  The stronger your confidence and belief in yourself, the fewer objections you are likely to receive.

Not all objections need to be handled.   Try repeating, affirming, and quickly moving to the next question on your script:

  • Repeat the objection back to the homeowner, this let’s them know you heard them, and also builds trust
  • Affirm:  Always agree, don’t argue!  When you affirm (I understand…), this demonstrates you are on their side
  • Quickly move to the next question on the script to get the conversation back on track

The goal is to not handle objections during the prospecting call.  If the objection arises a second or third time:  “That’s a great question, and it will be the first thing we talk about when we meet.”

There are only a handful of common objections.  These include “I changed my mind and am not selling anymore”, “I have a friend in the business”, “I’m listing with the previous agent”, “I need some time to think about it”, and “Bring me a buyer”.  Develop objection handlers to common objections, practice your answers, and be prepared.

“Object-o-matic” If you have built rapport with the homeowner, consider using the “object-o-matic”.  No matter what the objection, respond with “That is exactly why we need to meet!”. Then go for the appointment close — “Would 4 pm tomorrow or 6 pm be better for you?”  

This short video of agent Devin Tryan, who quickly built his business to over $1 million in annual income, shares his strategy to overcome homeowner objections:

When you are prepared for common objections, your confidence will shine, and the homeowner’s trust in your ability to get top dollar for their home will rise.