SUMMARY
Are objections to be feared?
Are they evil?
Here's a SHOCKER: Objections are an agent's BEST FRIEND! Say What?!
Yes, that's right!
Objections are a Property Agent's Best Friend
Objections:
- are hidden issues that you're not aware of
- typically come from prospects, never from non-prospects
- are an opportunity to resolve actual problems that hinder a sale
- help you improve your salesmanship
- help you become a better problem solver
So, why do agents fear objections so much?
I think they feel they need perfect answers to every single objection.
Many agents want a script that obliterates every single objection.
They want an easy shortcut.
The truth is, objections will always be around as long as there as salesmen and prospects still around.
There is no shortcut around objections
You will always face them.
So stop being defensive or angry.
Its far more important to learn HOW to handle yourself whenever you're faced with objections.
It's nothing personal. It's about the prospect, rather than about you.
So here's what I learnt from a mentor that allowed me to breeze past every objection: Counter the objection with a question!
That's it!
That's the real secret: Ask more questions about the objection.
What this means is to turn the focus back on to the one making the objection.
It's really simple in practice.
Just ask them,
- "What do you mean by that?"
- "Why is that a concern to you?"
- "When do you see that becoming a problem?"
- "How do we move forward from here?"
When you do this, watch as they resolve their own objection.
This is how you handle every single objection thrown your way.
Get more exclusive real estate agent training here https://www.yasserkhan.sg/
Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!
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.
Hey! are objections evil? many agents hate objections and they always try to you know get away from objections or they view objections with fear. hi my name is yasser khan and i'm the author of property agent secrets book which is the most powerful book in the real estate industry guaranteed! so today i'm going to be talking about objections and usually objections about objection right you know it's a natural process of the sales right and i teach my agent i teach my coaching members that objections are an agent's best friend! seriously there's nothing absolutely nothing at all that you have to fear about objection. seriously because without objection you would not know what is it that the prospect what is it that the client is facing what kind of issues that are hidden you know you will never know because naturally human beings we are not mind readers we don't read minds right you don't have that ability to read somebody's unspoken words right so that is where objections come in objections tell you what the prospect is hiding inside his mind remember you know prospects and salesmen remember that there's always a game going on right and you as a as a realtor like you as a salesman right you are trying to sell them something which is a house right and they uh the prospect they're playing games with you so it's a natural process of you know selling is like a dance right so the prospect says something the seller has to do to something else and then prospect you know throw some objection and tell her to cover the objection and outside con conclusively right so you know selling is actually a dance right so the thing about objection is that it's not a bad thing it's actually a good thing so use objection to learn to improve your sales try to to actually you know understand what is it that the prospect have in their mind what unspoken stuff right so i would rather take a prospect who has objection over another prospect who has no objection at all why is that because somebody with no objection at all is not a prospect at all seriously right if i don't have an objection right let's say i got an objection to buying an iphone right then i am potentially a buyer of an iphone right because i got an objection right so i think maybe the option is too expensive so that is the objection that i have now it's apple's job to convince me right that my objection whether it's valid or not valid right so you know but if somebody doesn't even have any objection at all then definitely he's not in the business to buy obviously right so that should tell you something so use objections like return of different surroundings so the best way to answer any objection is not to answer the objection that is being asked by the agent by the prospect sorry by the prospect right so when prospect says like something is too expensive or the price is uh too expensive right what you should be asking right many agents make the mistake of saying how expensive and that tells the prospect that okay that what they have just said is valid that yeah it is expensive so the best way to answer the objection that it is expensive is not to ask them how expensive instead what do you mean by expensive you know what what is that you know why did you say that so so you are this kind of question should back the objection back at them so my number one rule to answer any objection out there is to counter back the objection but gently use a gentle tone use a nicer tone right so instead of you know instead of being defensive instead of being angry you should be professional seriously you have to maintain your professional cool you have to maintain your professional calm don't sound needy all right and one of the ways to sound needy is actually not to answer the object i mean yeah it's actually you know uh answer the objection with wrong answers stuff like for example if someone asks you this is so expensive and you ask your answer back you know how expensive that actually that's the wrong way to answer the objection to the so the number one strategy the number one method the number one tactic to correctly answer any objection whatever it is doesn't matter right any objection so the best way is to ask them back throw the question back at them but throw it gently use a nice tone so for example let's say let me give you an example right so somebody asked you right early on uh one of the objection of course is has to do with pricing right so so the prospects say maybe the pricing is too expensive and you counter back you know what's their budget what kind of budget are they looking for what kind of pricing do they have in mind right or you know what do they mean by expensive and you atom which means what right so you your goal in a sales scenario is never to give away too much information yes you can give information but keep the information only until you have qualified prospects information is only for qualified prospects right it's not for prospect no so suspect suspect means that you don't know whether it's a prospect or not example someone who got zero objection to your question because zero objection right that's the suspect that's not a prospect right so you know how when you how do you qualify you qualify somebody by asking them question right how serious they are you know do they have a certain money set aside you know is there enough in the cpf blah blah blah for example all these kind of questions are very very important to us a potential buy or a seller right so obviously you know you need to ask questions in order to qualify so what you should do let's say you know if somebody gives you too many objections right you have to use your own judgment you need to use your own experience to understand and qualify the prospect where is he right now right is he ready to buy right now if he is ready to buy right now then you is that prospect worth your time is it worth your effort because you are going to be spending a lot of time and effort explaining to them you don't want to keep answering every single thing only to find out that he doesn't have money only to find out that it's not the right prospect for you right it doesn't make sense that way you have to i mean you have you have a business to run you you want you have an income to earn right you have expenses to pay so you have to have a profit center you have to have money coming in right so you need to qualify the prospects properly and objections are an opportunity for you to qualify them honestly all right so don't be afraid of objections objections are an agent's best friend use them right don't worry okay don't worry about you know shooting down all the objection and by the way there are no shortcuts there are no shortcuts out there nothing there's nothing right now we can delete or remove all the protest objections this is natural human beings always have objections human beings have always something in their mind something they don't like about the house something they don't like about the bank something they don't like about the banker blah blah blah it never ends right so your job is okay here's the thing right your job is not to prove them wrong all right your job is to actually you know make them feel that they are right okay so you have the all you have all the you know skill you you took a lot of time to pass your you know realtor license right so you are an expert right but people feel very strongly about certain things about the home buying process they feel very strongly about their house sellers are too sentimental about their house and they get defensive when you know the the house is not able to sell at the price that they want right obviously there's an objection right so you have to use the judgment you have to use your you know interviewing skills right you have to use the active listening to understand what is it that you want you ask them question again and again and again until you get to the root of that objection right so always follow one objection with three follow-up question to really get to the root cause of the problem the first two or first three answers that they give you may be BS but maybe the third or fourth answer they give you might be very close to the truth so always keep asking question you are the one who is the rejecter you are the one who who is supposed to ask all the questions right remember when you go to a dentist when you go to a doctor they're the one who asks you a question right so if you go to a doctor who never asked you any question you wouldn't you wouldn't go to that doctor again right because obviously the doctor needs to find out from you you know uh do you have a fever where is the pain for example right if a doctor doesn't do that you would be scared of using that doctor too right yet property agent are scared of asking questions they themselves be controlled by prospects i don't asking all the questions don't let them happen you take the control by asking questions so that is the best way to handle objections right so i hope that you know i uh you know i really answered your question and some of the agents have been asking me how to handle objection and in this video i did my best to you know actually give them a framework of how to you know improve in their objection handling and i'm i'm definitely going to be posting a few more videos just like this so be sure to subscribe be sure to you know you know follow my podcast be sure to get my you know updates at my blog yasserkhan.sg bye

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