How to Handle 5 Appointment-Destroying Objections Prospects Give to Stump Agents

 
 

SUMMARY

Every Property Agent should know More Appointments = More Money.
But many property agents cannot get appointments because they get stumped by objections.

Here are 5 of the worst objections that that destroy their chances to book appointments.

And I'm going to explain prospects' reasoning behind this, and how you can overcome these objections when setting an appointment as a property agent.

Objections are NOT the enemy!

Prospects defend themselves from salesmen by throwing objections.

The type of objection they throw can give you a lot of information about what issues they’re hiding.

Your job is to simply probe.

The 5 Most Common Objections That Agents Get Stumped From

  1. “Just curious.”
  2. “I prefer to browse at my own leisure.”
  3. “Just send me the information.”
  4. “My spouse can’t make it.”
  5. “I’ve heard of ‘asset progression strategy session’ before.”

Prospects’ Reasoning Behind These Objections

  1. “Just curious.”
    Reason: May or may not be true. Fishing for information.
  2. “I prefer to browse at my own leisure.”
    Reason: Doesn’t want to talk to you (yet).
  3. “Just send me the information.”
    Reason: Doesn’t want to meet you (yet).
  4. “My spouse can’t make it.”
    Reason: Doesn’t have the decision making. Not an objection.
  5. “I’ve heard of ‘asset progression strategy session’ before.”
    Reason: Knows PropNex agents’ tired claims.

How to Handle These 5 Appointment-Destroying Objections

  1. “Just curious.”

Reason: May or may not be true. Fishing for information.

Solution: Throw it back to them “Yup, I can clearly tell that my ad/listing piqued your curiosity just enough that you couldn’t resist my offer and left your details for me! May I know… roughly what… are you so ‘curious’ about?”

  1. “I prefer to browse at my own leisure.”

Reason: Doesn’t want to talk to you (yet).

Solution: Ask for Timing “Great! It’s important to get clarity on your home moving needs… just curious… when… do you see yourself moving forward with your dreams?”

  1. “Just send me the information.”

Reason: Doesn’t want to meet you (yet).

Solution: Get Commitment “Sure! I’ll be happy to send over whatever you need… but just to ask you… after I send you the information… what happens next? And… (pause) if I don’t hear back from you…?”

  1. “My spouse can’t make it.”

Reason: Doesn’t have the decision making. Not an objection.

Solution: Don’t get angry. Reschedule with Spouse present. “Alright… when is your spouse available next? Mornings or evenings?”

  1. “I’ve heard of ‘asset progression strategy session’ before.”

Reason: Knows PropNex agents’ tired claims.

Solution: Stop copying other agents. “I’ve found an in-person meeting is best. I’ll quickly go over your requirements and that way I can quickly find out what you want in a home and you can judge whether I’m the right kind of agent you want to work with. So, this Monday morning or evening works?”

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Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

 
 

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