We grew to ❤️ objections to realtors using this 4 step approach to overcoming them

Life as a realtor can be hard.  Almost everyone had their guard up when it comes to their home buying or selling goals.  It seems objections are created out of thin air at times.  But the truth is, As a realtor, you can and will learn to love these objections, and in fact use them in your favor to help you sell more houses!!!! 

If you read my last post, you know I discussed the importance of getting past the first objection.  Well, now I want to share with you HOW to get past it.  Because after getting past the first objection, you’ll likely face three, four, or even more objections between getting a lead and turning that lead into a sale. Here’s the four-step process for overcoming those objections to build trust with your lead and persuade them to move on to the next action with you.

Step 1: Acknowledge, Agree, Approve

The first step is acknowledging the objection to show that you’re hearing the lead and understand what they’re telling you about what’s holding them back. Then, agreeing with them about that objection being a problem. Finally, you’re letting them know that they have every right to feel the way they’re feeling.

Essentially, the first step is meant to disarm the lead. This person likely isn’t expecting you to want an actual conversation, but that’s exactly what you’re going for. Rather than arguing that your service is the best service, you’re validating their concerns to start the conversation.

Step 2: Ask a Leading Question

After starting the conversation, a leading question will keep it going. This step in the process will help you build trust with your prospect by proving two things. First, you’ll show that you’re an expert in the industry with the skills and knowledge to help them. Second, you’ll be proving that you care about them and that you’ll be keeping their best interest in mind as you work together.

Your leading question should be a follow up to the objection the lead gave you in step 1. For example, if the lead objected by saying that they’ve decided to sell their property on their own without a realtor, your follow up question might be “Can I share why that might be a financial mistake?” This question shows that you’re concerned about their financial well being, along with planting the seed of doubt that will get them thinking.

After asking your question, be sure to pause. Leave it up to the lead to make the next comment. The silence will absolutely be uncomfortable, but it’s part of the process. Mute your phone if you need to. Wait for the lead to speak up. That’s when you can step in with your plan of action.

Step 3: Handle the Objection

At this point, you’ve opened the door for communication, you just showed them now that you’re not the average realtor because acknowledged their objection, and followed that up with a question to get them thinking.  Now, you need to get back to that objection and handle it. This is where some of our scripts come into play. We’ve been over all of the potential responses you might get when you reach out to a lead and have created some solid scripts for continuing the conversation in a constructive way.

Now that you’ve gained the trust of your lead, be sure to keep it while you’re talking and working to get past the wall the lead has built. One way to do that is by reminding your lead that you’re there to help. For example, if the person says they’ve already spoken to another agent, you can respond by saying “You owe him nothing, you owe me nothing, but you owe yourself the best.” That’s enough to show the lead that you’re putting them first while once again planting a seed that you’re the person who will provide them with the best service.

Step 4:  Make an offer

Now, you probably won’t be closing a deal just yet. The last step in this four-step process is to close out this interaction and move on to the next step in the sales process. So depending on where you might be with any particular client or prospect, you could be getting a signature, setting an appointment, or just ending this call. Getting past this one objection is one success before moving on to the next step.

These four steps aren’t the be all and end all of turning leads into sales and reaching all your goals as a realtor. But, if you use the steps in order, you’ll meet your leads where they’re at and keep the line of communication open. Your goal is always to move to the next action in the process, and these these four steps can get you there.