Buyer Objections - Certification

1. I'm already looking at properties on Zillow, Trulia, and Realtor.com (ZRT), so I don't need you to send them to me. 

1. I can appreciate that, as that is where 90% of home buyers start their search. What home buyers don't understand is that when searching those sites you are not looking at the full complement of listings… let me explain.  You see there are around 1600 agents that service the greater Springfield area, but the average agent only sells 1 or 2 houses a year.  They typically do not have a marketing background or advertising budget so when they get a new listing they put the listing into the MLS and notify the local agents and then they may or may not feature it ( if they are using this FEATURE is the key here.. Or else it is a lie) on Zillow, Trulia and Realtor.com.  What we have done is created what we believe to be the fastest, most accurate search site in the area.  Our site pulls directly from the local MLS system.  With this setup it doesn't matter where those agents advertise the property because our buyers will know about it the day it gets listed.  Why don't we get this e-alert set up for you now as it only takes me a couple of minutes to enroll you. 

TAKEAWAYS

• Sister sites (zillow etc) don’t update as quickly as MLS, you might be seeing outdated info or pre-foreclosures. 

• Acknowledge that that's where most buyers start - Important to start the conversation not bashing what they are currently doing

• Be able to explain the benefit of our search site - Up to date/ accurate information , fast , Easy to use… set them up on a search 

2. We are just looking right now . . . or we aren't ready to work with an agent yet. 

1. Have you had a REALTOR® explain the entire home buying process and current market conditions to you? 

2. I assume you are looking on ZRT… then explain how those sites don't have the full complement of listings and the data is not accurate. Explain the current market conditions and how you can put them in the priority access program to get them access to properties that aren't on ZRT. 

3. What is it that you are waiting for? 

4. You should look thoroughly before you buy anything.  Out of curiosity, what type of home are you looking for?  Do needs analysis. 

5. Why don't we get together for coffee or something to just talk about the home buying process.  This will give us a chance to get to know each other better and me a chance to learn how I could better serve you. 

TAKEAWAYS 

• Get Belly to Belly - coffee date or Zoom meeting to discuss home buying process. 

• Needs Analysis

• Get them setup on your search portal

3. I’m going to work with whichever Realtor finds me the home.” 

1. May I ask what expectations you have for the agent that ultimately represents you? 

2. Many of my clients have felt the same way at first. Until they discovered that searching for homes by driving around and looking at scattered listings online was not very efficient. What if I set you up on your own customized online search so that you could see all of the homes for sale by all REALTORS® that fit your criteria? You would also receive email notifications for homes the instant they come up for sale so that you would be one of the first. 

3. I can understand why you would want to do it that way. Can I share with you how it works to your disadvantage? You see, in real estate, we can work with a prospective buyer in two ways. One way is as a Customer, the other is as a Client. As a Customer I owe you honesty and fair dealings. As a Client, I go above and beyond by working for you and actually creating opportunities. What I’m finding in this market is that home buyers need more than simple customer representation. They need an experienced professional. Would you like to know about some of the ways that I create opportunities for my clients?
   One way is that, for my clients, I actually solicit off market properties. An off market property is one that is not in MLS. It could be a for sale by owner, or better yet someone who hasn’t listed their property. For my clients I will send letters and knock on doors to find those kinds of opportunities. Now, you can understand why I wouldn’t commit to that level of service for someone working with multiple realtors right? So, do you think you deserve that level of service, being this is one of the largest purchases you’ll make?” 

*set buyer consult* 

*Bonus* In this scenario, you can also discuss the fact that with multiple offers, they really need someone who has the experience to get them the property they want and that happens when they hire someone to represent them and their needs.

20% vs 110% 

TAKEWAYS

• May I ask what expectations you have for the agent that ultimately represents you?

• Client VS Customer ----- Creating opportunities with PRIORITY ACCESS

• This is why I only work with a handful of buyers at a time .. Now, you can understand why I wouldn’t commit to that level of service for someone working with multiple realtors right? So, do you think you deserve that level of service, being this is one of the largest purchases you’ll make?”

4.  Another agent is already sending me properties 

I can appreciate that… and how is that working for you? Are you getting deals? Yeah...see that is my exact concern because that's where most agents stop...just at what is on the market.  So, none of these agents have ever called you up to tell you about a deal right? 

Explain Hot Market, and that finding out when properties hit the market is too late.  Most buyers are struggling with the low inventory.  That's why we created the priority access program. 

Explain priority access program.

1. If you dont mind me asking, how did you select your agent? 

2. Did you know that 90% of the sales in our market are handled by just 10% of the agents? Have you done your research to make sure that agent is in the 10%? 

3. Are you using that agent because you feel obligated to or because they are the best person for the job? 

4. Have you checked the Zillow reviews for that agent to see how many recent sales they have or what their past clients have had to say about them? Our team is actually the #1 sales team in the county and #2 in the state with more recent sales and more 5 star reviews than anyone else.  I'll send you a link so you can see what our past clients have had to say. 

BUYER VIP PROGRAM 

Self-Service Model - Send you an email and let you call me

Client Model -Go above and beyond pro-actively 

TAKEAWAYS

• Explain the difference between a Proactive vs. Reactive agent 

• How’s that working out? Have they brought you a deal? 

• Buyers VIP program 

5.  Our credit isn’t good enough yet . . 

1. How do you know? Have you spoken to a lender already?

2. That’s very common. I've also had many clients find that their credit is better than they thought after speaking to a mortgage lender. Plus a lender can help you can start working to fix any credit issues sooner that way. I will have a lender that I trust reach out to you?

3. OK. Did you know that there are many loan programs available that have very different credit requirements? Wouldn’t it make sense to at least meet with a lender to find out exactly where you stand?

4. If I sent this link to you now, would you be able to get it done by the end of day.

TAKEAWAYS 

• Have you recently spoken with a lender to guide you through how to get yourself and your credit in better shape?

• If your credit was good enough, would you be looking to purchase now?

• When was the last time you had it checked?

  6. Our relative/friend is a REALTOR® . . . 

1. Has there ever been a time when you decided to buy something or do something and because a friend said, hey no problem, when you need help, I can do it and in the end, because you didn’t check around, you really didn’t get what you wanted … have you ever been there before?” (Yes)

2. So does that mean you feel obligated to have your relative/friend represent you, or are you able to freely choose who you work with to find your next home? 

3. If you didn’t have a relative/friend in the business, you would be one of the few. Did you know that 95% of the sales in our market are handled by just 10% of the agents? Is your friend in the top 5%?  Is your friend full time or part time.

4. I see. Let me ask you a question…  Are you using them because you feel obligated to have your relative/friend represent you or because they are the best person for the job?  You did say you were looking to purchase around 200K right?  That's a big investment and I just want to make sure you are using someone who has plenty of experience. 

5. I understand. So are you willing to risk your relationship if the job doesn’t get done? Or are you looking for an objective professional that you can put to work for you?

6. If you have a problem with your friend’s performance or services, how will you be able to criticize or fire your friend? Who would you rather yell at — me or your friend?

7. And then there’s the fact that you might need to reveal more about yourself to your friend than makes you feel comfortable. When you start to negotiate and prepare for the settlement, you’ll be discussing your finances, life, your bottom line and opening up some warts and blemishes in the process. Are you sure you really want to expose that?

8. Remind them that you work with the #1 sales team and send them our team zillow profile to check out reviews 

9. As a last resort, tell them they can have their cake and eat it too, as we can offer the friend a referral fee so you get your house sold by a top professional and they get a piece of our service fee. 

TAKEAWAYS

• I can appreciate your loyalty. If you didn’t have a relative/friend in the business, you would be one of the few.  Are you using them because you feel obligated to have your relative/friend represent you or because they are the best person for the job?

• If you have a problem with your friend’s performance or services, how will you be able to criticize or fire your friend? Who would you rather yell at — me or your friend?

• Cake and eat it too as last resort 

7. We have to sell our house first . . . 

1. Would it help to know how much you could sell your current home, so you can determine your true buying power? 

2. That’s very common. When would you like to move into your new home?

3. Have you met with a lender to see if you qualify to buy a new home before you sell? 

4. Would it help to know what repairs you should or shouldn't make before listing your home? Let them know we have trusted contractors that can help 

5. Discuss they can start looking before they buy 

6. knock zestimate 

7. Homebot 

TAKEAWAYS

• Opportunity to do a CMA / walk the house

• When do you want to move 

• Connect with lender (they may not NEED to sell to buy) 

8.  How much do you charge? 

1. That is probably the best part! For the majority of home sales, the compensation is paid for by the seller. When a seller lists their home, they contractually offer out compensation for the efforts I put in to finding you the right home and matching you with their house and handling the transaction to the finish line.  It would be very rare that the compensation would be coming from you as the buyer, and you would know that up front before making an offer. As a matter of fact, out of the XX homes I have helped a buyer find a home for, only XX required the buyer paying the compensation. 

TAKEAWAYS

• 99% of the time compensation is set when the seller signs a listing agreement 

• Rare times would be if a FSBO doesn’t offer compensation, but we would discuss that prior to making an offer. 

9.  We are going to wait. We aren’t ready now.

1. Let me ask, out of curiosity, what are you waiting for? 

2. I see. What specifically are you waiting for? No matter what, the next line should be...well that's exactly why we should get together now. 

3. Depending on what they say see if you can help with anything…. 

4. Remind them that prices are going up and rates are going up so the longer they wait the more it will cost them (the less buying power they will have).

5. There is a lot to get in order before buying a new home: preparing your current home for sale, meeting with a lender, insurance, inspectors, repairs, finding a home and etc.. Would you like some help with all of that? 

TAKEAWAYS

• Let me ask, out of curiosity, what are you waiting for? ( find pain point)

• There is a lot to get in order before buying a new home: preparing your current home for sale, meeting with a lender, insurance, inspectors, repairs, finding a home etc.. Would you like some help with all of that? 

10.  We are looking for a relative/friend ..

1. Great, what is your relative/friend looking for? 

2. Your friend is so lucky to have someone willing to do the legwork! Are you going to be involved in the buying decision or participate in the purchase with your friend?

3. I will be able to send you a whole list of properties that might work once I know a few more things. Would you like to get me the information from your friend, or would it be best to contact your friend directly?” 

4. I assume you are looking on ZRT right?  Explain why that is a problem. 

5. . Would it help if I set your relative/friend up on a search so he/she could see all of the homes for sale that fit his/her criteria online first?  That way you guys could just contact me when you want to see the inside of one? 

6. Ask when they are coming to visit 

TAKEAWAYS 

• What is your friend looking for? 

• Get this person’s contact information or the friends if they will give it up 

• Follow up later 

11.  When a property is under agreement and they say… “We just wanted to see this one property… 

1. It looks like that property already has an offer on it, but I'm not sure it's going to stay together.  Lets set up a time to go look at it and worst case we put a backup offer in. Are weekends or weekdays better for you?  Get Belly to Belly 

2. I can appreciate that… Let me ask you what was it about this one property that peaked your interest? There has never been a situation where I was not able to get something similar. Trying to get them into needs analysis mode.

TAKEAWAYS

• Set the appointment - no bad news on the first call

• Do a needs analysis - find back up properties to show

• Set up buyer consult instead! “ “one thing I love to do is sit down and go over the process and give you a basic roadmap of what to expect, my past clients have consistently told me it relieves a lot of the stress and anxiety of home buying so it’s something I like to do for all of my clients now!” 

12. So how long have you been selling real estate/I want someone who knows what they are doing? 

1. I just got in this year (last year) and I work with a team that has over x years of combined experienced and we are going to sell over XYZ homes this year so it would be extremely rare for a situation to arise that we haven't dealt with before. My main job will be to identify potential properties that could be a good fit for you and then be available to show them to you. If a situation arises that I have never seen before my broker is a phone call away to help negotiate the terms of the contract. 

2. It feels like a lifetime...our team will sell ___ homes this year alone, with all the experience our team has had over the last few years, I can assure you there is nothing that evER will come up in your transaction that we have handled a few dozen times already!

TAKEAWAYS

• If you have experience use it, if not use the teams & Steve’s (13 years in the biz)

• Zillow profile of the team or brokerage for reviews 

• Not going to encounter a situation someone within my group has not seen before.

13. I don’t think I want to sign anything right now. (buyer consult)

1. What is holding you back from signing? 

2. Sure, so obviously being comfortable here is the important thing in any business relationship. You mentioned something you said you’re not sure if you wanted to buy. What do you think would stop you from buying a home right now? So you want to buy a home, obviously we are sitting in the meeting here right now. You said you want to kinda look around some more, see what else is out there. What are you looking for in an agent? What are you going to be looking for in this person to help you make this big decision? What I am really hearing here is you want someone who is going to be your advocate in the transaction. So knowing that is the case, why don’t we give this a  test run here. Let’s sign a 30 day contract. We can work together, I’m here right now. If you don’t like it that’s on me, otherwise we can keep working together and find you a great new property. If you aren’t going to sign with me right now, I need your loyalty so if you see something you are calling me, you aren’t calling someone else because I’m already spending time with you now and my time is my most valuable asset, I’m going to ask you to return the courtesy and call me when you see anything. 

TAKEWAYS

• Client Vs Customer

• Sign a 30 day contract

• Importance of loyalty 

• In CT contract can be specific to just this one house or for a specific time frame.

14. We want to work with the listing agent. Are you the listing agent? 

1. I’m not the listing agent. Can I tell you why it makes me nervous that you are looking to deal directly with the listing agent? So, calling the listing agent is like calling your husband or wife’s divorce attorney, they do not have your interest in mind, they are actually working totally against you. So would you really trust that person for legal advice? It is no different in a real estate transaction. Also, keep in mind the compensation is predetermined meaning when a listing agent takes a listing, the compensation is already written into the contract. Do you have a favorite sports team? If your sports team was being coached by the opposing side’s coach, would you feel like they were getting the best possible representation and advice? Or do you think their odds would be better if they had their own coach fighting and working for them?

TAKEAWAYS

• Your own advocate & negotiator 

• You don’t save money using the listing agent

• Listing agent’s fiduciary is the seller

15. Can’t I get a better price working with the list agent? I can get it and say they will cut their commission right? That’s what I’ve always heard, go to the listing agent.

1. I don’t know what a listing agents practice is when it comes to fees. What I do know is they have a contract signed with the seller and one of their duties is to be loyal to the seller no matter what. So again, I’m not calling my wife’s attorney to represent me in a split up, because I know he’s working for her, not for me. I wouldn’t want you to be in that position. 

2. Can I tell you why it makes me nervous that you are looking to deal directly with the listing agent? So, calling the listing agent it is like calling your husband or wife’s divorce attorney, they do not have your interest in mind, they are actually working totally against you. So would you really trust that person for legal advice? It is no different in a real estate transaction. 

3. No cost for me 

TAKEAWAYS

• Compensation pre-determined with listing contract 

• You want someone who is negotiating solely on your behalf 

• It doesn’t cost you anything to have a buyers agent 

16. We don’t want to meet you and do this consultation thing you are talking about. We just want to see houses, can’t we just like go meet you at the house and see some houses?

1. We can definitely show you houses, that’s not a problem at all. The concern I have with that is that many people out there don’t know how the process works. I know you told me this is the first home that you are buying so, let’s say we find a home and you guys want it and we don’t know what to do and we are in a competitive situation then we are already at a disadvantage so why don’t we set up a meeting first, I can walk you through how the process works and then right afterwards I can show you some homes and if you see one we will be in a position where we can make an informed decision about it. Wouldn’t that sound great?

**Use tie downs**

TAKEAWAYS

• Get belly to belly for one outing of showings (1 or 2 or 3 homes same day) build rapport.

• Explain using a story why it is important to have a buyers consult (process is complicated and like anything the more info you have the less stressful it is)

17. I’ll be fine getting preapproved so I don’t really need that up front

1. Sure, I’m sure you are, you told me your qualifications, everything looks good. Here’s my concern, we are going to look at homes on a Saturday. Have you ever tried to get a banker on the phone on a Saturday? It’s impossible, it’s not going to happen. So we want to buy the property we are looking at and you really like it and there’s one or two offers already in on it and we have to make a decision quickly, every seller is gonna want to know that you can get approved for financing, you don’t have that letter in hand we are already at a disadvantage and you may lose out on the home for you. I don’t want that to happen to you. 

TAKEAWAYS 

• Get belly to belly for ONE showing before requiring a Pre-approval. Building rapport is always the goal. 

• Type of loan will help guide my search (certain homes will have different challenges by the type of loan you have)

• The market is very competitive, to be able to put in an offer on anything you will need to be previously qualified and vetted by a lender - I’d hate to see you miss out on your dream home because of paperwork 

• Stroke their ego - I have no doubt you will qualify for a loan …. The market is very competitive, to be able to put in an offer on anything you will need to submit a pre approval letter to the Sellers - I’d hate to see you miss out on your dream home because we weren't prepared Knowing you are totally qualified 

18. Can I just use my lender? 

1. That's great you are one step ahead of most buyers that we start working with. One of the advantages of working with a top team like ours is that we do hundreds of deals a year and therefore we are able to forge relationships with the top lenders in the market.  What we have learned is that different lenders have different products and not every bank carries every product.  If there was an additional choice of a mortgage product that could potentially save you hundreds of dollars in closing costs and thousands of dollars in interest over the term of your loan would you be interested in learning more about it?  "Of course I would."  "That is what almost all of our buyers say, I will be happy to have __________ reach out to you and see if they can help you keep a lot more money in your pocket.  In the meantime, you can now go through the process online in a matter of 20-30 minutes.  If I send you the link for __________ would you be able to do that online today? 

TAKEAWAYS 

• That's great you are one step ahead of most buyers that we start working with! 

• We do hundreds of deals a year and therefore we are able to forge relationships with the top lenders in the market.  What we have learned is that different lenders have different products and not every bank carries every product.  If there was an additional choice of a mortgage product that could potentially save you hundreds of dollars in closing costs and thousands of dollars in interest over the term of your loan would you be interested in learning more about it? 

• Tell a story about our lenders have helped our offers get accepted, and explain how in this competitive market it is import to be able to contact the lender on nights and weekends.

19. Why are you asking me all of these questions, I just want to see the house. 

1. We can definitely show you the home. The reason I am asking all of these questions is because we are really trying to help you. We want to show you homes that are going to be the right fit for you, and that are in your budget, are going to meet your needs and the information you see online is inaccurate about 40% of the time so there may be things out there that you are not aware of.

2. My goal is to do nothing more than build a relationship with you by educating and advising you with best possible information so you and your family can then decide when, where and how much you should spend on a home.

3. I apologize if anything I said made you feel uncomfortable; my intent is to gather information so I can help and guide you through the process and find the right home for your needs. Can you share with me which question made you feel that way and why?

4. What you say: “It sounds like you might have had a problem in the past with giving your information to an agent. Would you mind sharing with me what your concerns are regarding giving out your contact information?"

5. The inventory is really low right now and I want to make sure I know exactly where you might be willing to concede a little so that I can find as many properties that might meet your needs as possible. 

TAKEAWAYS

• Importance of effecising we will go see this house.

• I want to be able to better guide your home search.

• What went wrong with a previous agent? 

20. If we are only going to buy just the right home if it comes along, and we are pretty specific about what we want, there’s really no need to get together. I mean as long as it has the things we told you we want, just call us and let us know. 

1. We will definitely alert you when the right home is available, that’s what we get paid for, that’s my job. The reason we want to meet with you now is because we want to make sure everything is in place so if that right home does come on the market, there’s probably other people like you looking for the exact same thing. We want to put you in a position where you can get the property and in order to get the property we need to meet go over your goals, run the financials get the preapproval in place so that you can write an offer that is going to get accepted which is what you want when you find that dream home, right?

TAKEAWAYS

• Importance of buyer consultation and knowing the steps of the process

• We want to put you in a position to win by being prepared.  Which is what you want when you find that dream home, right?

21. I think I’m going to wait until the market cools down for me to buy. I also hear we might be approaching another bubble? 

1. Talk about how Fannie mae, Freddie mac, NAR & the association of mortgage brokers all predict interest rates to rise over the next year and this could cost you hundreds of dollars a month more for the same priced home. Send KCM chart. 

2. So you know there’s a lot of information out there. If you check out a website called Keeping Current Matters they have some really great data I could share with you that shows we are actually not in a bubble right now but we’re where we would be if there wasn’t all that inflation of the market back in 2006. So I’m clear that’s not the case. Now if you want to wait until the market cools down I’ve got something that really concerns me about waiting. Can I share it with you? 

3.  So what makes me nervous is right now we are still seeing rates at x% on a 30 yr fixed, so even if they go up a quarter of a percent but the market cools down let’s say prices stabilize, you’re still paying more money per month for the home. So if you find the right property that really interests you, you are living with that payment for the whole 30 years or as long as you live in that property. The 1% on the sale price is going to be nominal compared to what the quarter of a point will do on the interest rate and your buying the home based on the payment right? So again that 1% that prices may go up or go down is not going to really affect your down money at all but that payment over time, that is going to cost you thousands. So let’s do the right thing and look at the market now and see if we can find the home that is going to fit your needs. Wouldn’t that be great? 

Maybe you end up not getting the house with the garage, the updated house etc. Make them feel like they are losing out. 

TAKEAWAYS 

• Historically low interest rates - thus you are paying less per month even on a more expensive home. 

• Use 3rd party stats and data to show that it is not a bubble.

22. Why should I use a realtor if I’m buying new construction when the builders will probably going to reduce the price if I don’t use an agent?

1. I can understand why they would not want to work with an agent.  Fact is, agents are negotiators and good at what they do. So that’s a valid concern. Let me ask you this, have you ever reviewed a builder’s contract versus a standard agreement of sale. Did you know that a lot of times with the builder you think they are going to reduce the price but they are in a for profit business. Agents have a lot more success getting options thrown in, being able to negotiate directly with the builder to save you money. You want to get the home for less right? Knowing you want to get the best deal possible, let’s do the right thing here and just set up a meeting and show you how we can negotiate with the builder on your behalf, to represent you properly. Let’s make sure your interest is protected here because these agreements are written by their attorney, not yours. So they already have their guy looking at it, their guy running everything. You want your interest represented in the transaction right?

So for example, do you think a builder would put a deadline on his own project completion.  First thing I do is say if its not built by X, its $100 per diem fee each day.  Think the builder would put that into his own contract. 

TAKEAWAYS

• Use the same analogy as working with a listing agent.

• Importance of having a negotiator representing you.

23. We like the property, but we want to get a good deal! I think we should go $10,000 under the asking price. 

1. Agree: “I can certainly understand wanting to get a good deal. Let’s put ourselves in the Seller’s shoes for a minute and look at things another way, would that be okay?

2. Ask: “If you were selling would purchase price matter?” [You client will most likely agree with you]

3. Answer: “One of the problems with putting in a low offer is it oftentimes gives the seller a tremendous advantage against you. Would you like to know how?” [Of course your client will respond yes]

4. “Once the Seller has any offer they will likely give their Realtor permission to tell all prospective buyers that they have an offer. In this market, multiple offers are common, especially at this price point.

5. “Would you be frustrated if you didn’t get the property and drove the price higher for the seller?

6. “Is there another way we can make up the difference? Perhaps we can talk with the lender and see if we can make it up in the rates, or find out exactly how much $10,000 affects the monthly payment. This way we are putting your best foot forward to actually purchase this home not, just make an offer.

7. “Now, if this isn’t the right home we should keep looking and find the one that you wouldn’t care about the small impact in mortgage payment per month.

8. “What would you like to do at this point?” [Listen very carefully] This is their decision and let them conclude what is right!

TAKEAWAYS

• In this market it is not happening, multiple offers on all properties.

• If this isn’t the right home we should keep looking.

• If this is the home, a few thousand dollars will have a very small impact on the monthly payment, would you rather lose this home or pay what the market is dictating. 

24. If it doesn’t go under contract then we will make an offer on it but if it goes under contract it wasn’t meant to be. 

1. Talk about how Fannie Mae, Freddie Mac, NAR & the association of mortgage brokers all predict interest rates to rise over the next year and this could cost you hundreds of dollars a month more for the same priced home. Send KCM chart.

2. Obviously you have to buy the right home that is going to be right for you, there’s no doubt about that. From what you are telling me you want to make an offer. Why not make an offer at a number you are comfortable with and if that doesn’t happen it is still not meant to be. That way we can know we put our best foot forward and you aren’t wondering a month down the line when we are looking at properties. 

25. The last agent I called asked to meet with me to go over a buyer/broker agreement. In the meantime the house I wanted to see sold and it was perfect and so we missed out. I don’t want to miss out again, I just want to go see. 

1. I don’t want you to miss out either, which is why I suggested we meet and then go look at houses right away. That is the beauty about working with a team versus an individual. An individual their schedule gets blocked off pretty quickly. A team has other people who can step in to get you into properties right away because we know what’s going to sell right away, we have that knowledge and we don’t want to have our schedules ever conflict with our clients meeting their needs. My schedule will never cause you to miss seeing a home.

TAKEAWAYS

• My schedule will never cause you to miss out on a home.

• We can get out and see this and do a buyer consult before or after the showing.

26. When the buyer calls in on a pre foreclosure/foreclosure from Zillow that isn't actually for sale. 

Unfortunately Mr. buyer, that property is in pre foreclosure/foreclosure status which means that it is not actually for sale. It could take months or even years before that property actually comes to market.  What I'm going to do for you is set up an alert so that if it does come to market you will get an email from me with all the details that day. 

What I will also do on your behalf, with your permission, is mail THIS letter to the pre-foreclosure. 

1. Now there are other properties which were in pre-foreclosure or foreclosure status previously that have actually come to market already, they're called REO properties.  I'm going to send those over to you today.  Can you tell me a little bit more about what you're looking for? 

Please note that most people that call in on these types of properties are looking for a deal. We need to explain to them that there are many different ways to get a deal.  The dialogue should sound something like this:

1. I find that many buyers that call in on the foreclosure properties are looking for a deal and I think there's a misconception out there that the only way to get a deal is through buying bank-owned or auction properties.   In reality, we are able to get deals for our clients all the time through other avenues:

2. REO properties like I just discussed with you which are pre foreclosures that have actually come to market. 

3. Short sales, because these properties can take a while to close many buyers are not willing to wait for these and buyers who can be patient can get a great deal.

4. Properties with high days on market.  A lot of times these properties get a stigma that there's something wrong with them, when in reality they were simply not priced properly from the get-go and might be a great deal. 

5. Often times we are even able to get deals for our clients on regular resale properties that agents have mispriced or situations where the seller is highly motivated.

TAKEAWAYS

• Unfortunately, that property is in pre foreclosure/foreclosure status which means that it is not actually for sale. It could take months or even years before that property actually comes to market. 

• Now there are other properties which were in pre-foreclosure or foreclosure status previously that have actually come to market already, they're called REO properties. I'm going to send those over to you today.  Can you tell me a little bit more about what you're looking for?  

• What was it about this property that interests you? /Needs assesment

27. A lead calling in on a rental: 

1. I was just getting back to you about that property at 123 Main Street that you were looking to rent.  I have some time in my calendar today at y or tomorrow at x do either of those times work for you to go see it?  Set the appointment! 

2. Out of curiosity, have you talked to a lender yet to see if you could qualify for a mortgage?  Many times the renters that we talk to don't realize that they could actually purchase a property for the same or less money then they will spend renting.  Think about it when you add up the first, last and security that you'll have to come up with for the rental that's often enough to be the down payment on your purchase. 

3. If they hit you with “my credits not good enough” then be prepared to use that objection handler above. 

TAKEAWAYS 

• Unfortunately we do not handle rentals

• Out of curiosity, have you talked to a lender yet to see if you could qualify for a mortgage? Many times the renters that we talk to don't realize that they could actually purchase a property for the same or less money then they will spend renting.  Think about it when you add up the first, last and security that you'll have to come up with for the rental that's often enough to be the down payment on your purchase. 

• If they are stuck on a rental provide them value with rental listings and set them up as a nurture 

28. We don’t like pushy salespeople.

1. Good. because my goal is to do nothing more than build a relationship with you by educating and advising you with best possible information so you and your family can then decide when, where and how much you should spend on a home.

2. I wouldn't want one either. But I would want an agent this is proactive in finding me a home I want to buy, and also assertive on my behalf in negotiations over the home’s price. Does that make sense?

TAKEAWAYS

• I won’t be pushy with you, but I will use my sales and negotiations skills to help broker a great deal on the house you fall in love with.

29. You’re too busy, we want someone that can give us the attention we deserve.

1. The advantages of being on a team vs. working with an individual agent, there are always team members available so you will always be able to get into listings quickly, more coming soon opportunities, I only work with a very small number of clients at any given time!

TAKEAWAY

• Needs assessment (why do they think you are too busy? Need better communication)

• Team is here to assist.

• I work with only a select few clients at a time.

30. The zestimate is different than the home’s actual value. or Property Assesment

1. Show them Zillows chart on how inaccurate their Zestimate is on the bottom of their home page. Zillow has never been in this home or any of the others it compares this home to...so how could they possibly be accurate. 

TAKEAWAYS

• Explain the difference between assessed balue and market value

• Explain no one knows how Zillow’s algorhtynms work but I can show you based on recent sales what your home would most likel;y sell for.

• Use the Apple Stock analogy. If Apple stock is selling for X but you want to sell your apple stock for more than X why would anyone buy it?