Objection handling

One of the hardest tasks in selling Real Estate is handling objections…REALLY? NOT AT ALL!

It is true that when we start a new career, one must learn the ropes. The great thing about Real Estate is that objections have not really changed in the past 40 years. As such, once you’ve learned the techniques and answers, you’re in business. Imagine my distraught every week when “experienced” brokers (those with many years in the business) ask me how to answer basic objections.

Honestly, a lot of you have been in Real Estate for 2, 4 or even 15 years and still have great difficulty in powerfully and efficiently handling basic objections. Isn’t it time to get up to speed and master the art of selling Real Estate?

Here is a simple exercise in order to master objection handling : let’s say telephone prospecting. Prepare a script or download ours for free on our website, next write down the 3 or 4 objections or comments that a client would give you for each of your questions. Then write down 2 or 3 responses that you would give to every objection or comment. You may have 9 questions in your script with 4 objections or comments; you will end up with up to 36 responses. Taking one hour a day for 10 days to write and learn these, you will have mastered that script within 2 weeks. No tricks, no complications.

You would use this simple approach with your child should he or she have to memorize a poem or learn algebra. One hour a day for a short while in order to internalize or if you prefer, make yours the language of Real Estate.

As well, for $9.95 per month, you can have access to our CD with 107 answers to the most common objections as well as our complete motivational and instructional collection of CDs; osestreaming.com

Shouldn’t that be playing every day in your car?

Master your objections and make it a great second half of the year.