😉 The First Step To Objection Handling – How To Win Big With Internet Leads

Pushing Past the First Objection  

 

You get a great internet lead on a potential client that’s interested in buying a home. You take the time to get to know the area and learn about what the lead is looking for in their dream home. You gear up to make contact, craft a brilliant message that sounds helpful and just the right level of casual, and send it over with high hopes of converting that lead into a client.

Then they respond with a big, fat no.


That first rejection can be soul crushing. After a few, you’ll get used to it. Eventually, if you’re like us and a slightly crazy, you might even start to look forward to it.


Nearly everyone is going to give you an objection. We’re here to show you how to handle it and how to respond to keep the process moving.


Breaking Down the Wall

 

The advice we’re offering below isn’t going to automatically get you more sales and teach you how to secure clients with the first text every time. That’s not the goal here. The goal is to work past the first objection. You’ll probably still need to deal with a second, a third, and maybe more. But each objection gets you one step closer to succeeding.


Here’s how to respond to the first objection to work toward a second.


Respond with “Tell Me More”


No matter how your lead responds to your initial contact, you want to keep the conversation going. You’ll probably get a short “not interested” response more often than not. Keep pressing to find out what the hang up is. What’s making the lead not interested? For every answer, you can be prepared with a response.

 

Are they busy at the moment? This will just take a second. Are they putting off a move until later? You can give them resources and become their contact. Are they sick of getting sales calls? You hate them too, but you’re not another salesperson. You’re here to help.

Give them the Information They Want

When your lead says they aren’t interested in talking, there’s a good chance that what they mean is they’re not interested in getting a sales speech. If they’re visiting a real estate website, there’s a good chance they’re looking for information and could be open to getting that from you.


Your job in these initial conversations is to show the lead how you can be a valuable resource for them. You have the information they need to make the best decisions. By offering that information in a helpful way, you’ll be the person they turn to when they’re ready to take the next step.


Be Persistent

 

“I’m not interested” is never the end of a conversation. The internet leads you receive are people that have already shown an interest in buying or selling a home. It’s your job to break down the wall, move past that first objection, and follow up in a meaningful way. Deals aren’t falling from the sky, so treat each lead with care.

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Kevin Kauffman

Kevin is a co-founder of Group 46:10. Over the last 10 years Kevin, along with his business partner Fred, and their team have closed tens of millions in real estate all over the country and have created some of the best training for agents in the market. Fred and Kevin are also highly sought after teachers whose work has helped agents all over the country build their own next level real estate business.

HOW TO CLOSE AT LEAST 3 DEALS IN YOUR NEXT 90 DAYS

Get instant access to our online masterclass to learn the simple steps.

About the Authors

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Kevin Kauffman & Fred Weaver

Kevin and Fred the founders of Group 46:10. Over the last 10 years Kevin and Fred, and their team have closed tens of millions in real estate all over the country and have created some of the best training for agents in the market. Kevin and Fred are also highly sought after teachers whose work has helped agents all over the country build their own next level real estate business.

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