Objection Handling

Responses:

• Why not?

  • • need to know if the reason(s) are factually accurate - correct them if wrong

• What have you heard about eXp?

• What didn't you like about it?

• Have you really looked at the model?

Responses:

• You don't have to be. MOST agents at eXp don't focus on recruiting at all

• If you'd like to take advantage of the passive income earned through Revenue Share, not only will we teach you how to do it, we'll make it extremely easy - we do most of the work for you!

Responses:

• What makes you say that?

• Do you know what a pyramid scheme is?

  • • Tell me.....

    • For a great (and very funny) video discussing network marketing vs. pyramid schemes - CLICK HERE

• Do you realize that every single company in the world is a pyramid?? Doesn't make them a pyramid scheme!

  • • The difference at eXp is that the guy at the top of our pyramid shares the wealth with his agents - unlike your CEO

• Why...because of revenue share? Do you even realize that your brokerage has a rewards program for when you refer agents to your company??

  • • you probably don't take advantage of it because it sucks / not worth it (Starbucks gift card; 1 time small payment, etc.)

• Do you think Keller Williams is a pyramid scheme? Well guess what....we got the idea from them! They have the same model as we do, except theirs is based on profit share, not revenue share; and since most of their offices don't make a profit, there's nothing to share.

  • • Agents at eXp actually take advantage of it because the rewards are INCREDIBLE

    • Other brokerages that have referral rewards programs:

      • • Coldwell Banker

        • Berkshire Hathaway

        • Sotheby's

        • Compass

        • you get the idea......

Responses:

• I get it - I was happy at my last brokerage too....but I'm A LOT happier now

• Do you think your brokerage is the only place you'd be happy?

  • • Do you think it's possible that you could be happy/happier someplace else?

• "Good is the enemy of great"

• What do you like about your current brokerage? - compare that to eXp

Responses:

• Most of the agents at the company haven't recruited anyone, and they still love eXp

• No requirement to recruit

• Check out our Quarterly Earnings Report - those numbers are from SALES - not from recruiting

Responses:

• Why?

• Are you married? Do you have kids?

  • • Who are you more loyal to - your spouse/kids, or your broker?

      • • So why are you giving away their money unnecessarily??

• If a better opportunity came along for your broker, do you think he/she wouldn't take it because of you?

NOTE - it's usually not a "loyalty" issue - it's usually that they just don't want to have an uncomfortable conversation with the broker

Responses:

• What do you mean?

• Ask for an example of what they consider to be a "luxury" brokerage, and point out that there are no requirements to join that brokerage other than a real estate license, and a pulse (they'll take anyone).

• The brokerage doesn't make the agents....the agents make the brokerage!

• We have plenty of agents at eXp who sell luxury real estate (Pete Middleton, Chris Guercio, JD Esajian, Justin Brennan, Scott Ryan, Bobby Martins, Matt Battiata, Gary Massa, etc.

Responses:

• eXp wants agents to brand themselves

• You can keep your brand, logo, color scheme, etc.

  • • all eXp requires is that you be in compliance with your State's marketing guidelines

Responses:

• Perhaps....but do you have a cap?

  • • if they don't have a cap, and they are paying their brokerage more than $16,000 a year, the higher split doesn't matter - the only thing that matters is NET INCOME

• Do you have a franchise fee? - we don't.

• What other fees do you have?

• What do you pay for E & O coverage?

• Do you get stock and/or revenue share?

  • • through these 2 additional income streams, you can make more than 100% of your commissions

• do you pay for your own website/CRM? How much is that?

• Does your company offer health insurance? What are you paying for health insurance?

  • • Pete Middleton switched from his own health insurance to eXp's health coverage and saves over $1,000/month for a family plan.

• What else do you get at your current brokerage? (training, leads, etc.)

Walk the agent through ALL of the math - go through all fees and expenses and compare them to eXp. This can then lead to a conversation about the additional benefits of eXp (rev share / stock)

Responses:

• Perhaps....

Responses:

• Seriously?

• It might take you 2 days to switch everything over - isn't it worth it given how much you'll save / how much money you'll make?

Responses:

• Just the opposite - we'll provide you with more training and support than any other brokerage out there.

  • • 50 hours of live training per week

    • Mentoring program

    • Broker support

    • Peer support

• You'll get out of eXp whatever you put into it - all of the training and support you need are there, but you have to take action and participate

Responses:

• Why?

  • • dig deeper - ask questions to see why they actually need an office

    • point out that they can do everything without an office

• How often do you actually go into the office?

  • • do you go because you need to, or you just prefer it?

• We have offices you can use

  • • Regus

    • Branch offices

Responses:

• Why?

• Typically, the people who are in the office every day don't sell much real estate - why do you need to be around them??

• Through our platforms (eXp World, Workplace) you will be WAY more connected to the agents at eXp than you are at your current brokerage

Responses:

• I hate to break it to you - but if you're not good with technology, you're no longer relevant

  • • Even my father uses Facebook now!!

• Our technology is extremely user friendly - very easy to use - and it will make you much more efficient in your business

Responses:

• What's holding you back from switching over now?

  • • Whatever their response is, ask: "Is that the only thing?

      • • So if I could solve that problem for you, would you come over now?

Response:

• eXp will honor your cap reset date at your current brokerage. You can come over at 100%, and you'll reset to 80/20 on the reset date at your current brokerage.

Responses:

• Why? (get specific reason)

• What if I was able to convince your Broker / Team Leader to join eXp....under you! Would you be interested in having all of those people in your downline?

Responses:

• Why? (get specific reason)

• So you're telling me that if a better opportunity came along, you wouldn't even look at it?

• Do you actually think other people/agents care about how many times you switch brokerages?

Responses:

• Why haven't you joined yet?

• What services / assistance did they offer you if you were to join eXp under them?

• Would you be interested in hearing what services our organization offers to agents who join with us?

NOTE - just because someone at eXp already spoke with them, doesn't mean they have "dibs" on that agent; however, if someone has already committed to joining eXp under someone else, it's against eXp Policy to try to "steal" them away.