Hey there, many agents don't know, but they are actually afraid of objections! Hi my name is Yasser Khan and I'm the author of Property Agent Secrets book, which is the most powerful book in the entire real estate industry guaranteed! You can get the book for free just pay for shipping over at property agent secrets.com. So, a lot of agents do have this fear of objections. That's why they quickly cut short their followup phone calls or when facing a prospect with an objection, it’s the end of the sale. End of story. And then you know, they let go of the prospect and then move on. So how do you solve this fear of objections? This fear of rejection? How do you overcome this fear, even though many agents do not want to admit to themselves? So, let me be very upfront with you, alright. So, you know it's a normal part of us to not want to be rejected and many agents feel that an objection is just a rejection but that's not really true, you know. I always teach my agents that an objection is actually an agent’s best friend! Why is that so? Because if someone wasn't serious about buying, they wouldn't have any objections about it, right?! And a lack of objection is actually the worst thing! Let me repeat, a lack of objections means a lack of intention to buy! They do not really consider it as a purchase! So that is something very serious and that in my view, this lack of interest is the worst thing! But when you have interest, you’re definitely going to come across at least one objection! So, objections are a good thing! And handling that objection properly has to do with your mindset! So let me set the record straight. The only one who can answer objection is not you. It is the prospect! Why do I say that? Because, only the prospect knows why he is telling you that, right? And your job is to actually not answer the objection, but uncover the reason behind why they say that! The best response to any objection out there, is to ask a question! It is to follow a question with another question related to the objection! So you have to find out something deeper. They definitely are in pain. They are either moving away from pain or they are moving towards pleasure. As an example, this is life. Wvery human being is either moving away from pain or towards pleasure right. So your job is to find out what kind of pain? What kind of pleasure? That is the thing that matters to them the most right? So okay. So how do you answer objections? How do you overcome the fear of objections? Basically, the best thing that I can tell you is to update your mindset! Change your mindset about objections. Seriously! Right. And then, the second thing you can actually do is actually go and practice. Keep practicing. Keep practicing your answers. Keep practicing your script. So, this is where, you know, the best tool comes in. And the best tool to overcome any objection out there is to actually have a script! So a good script actually saves you from the embarrassment of total silence or appearing like you don't have any answer to a specific objection that they have. So a script actually keeps you on track and a script is actually the best way that I know of to overcome your fear of objection, your fear of rejection. You just have to get a good script! And on my website, we have a number of scripts I'm giving away. A free presentation, as well. And if you get my book property agent secrets, then I have dozens of scripts over there, which are proven over the years. And my agents are always telling me that the script works. And the only way, the only scenario in which the script doesn't work is when the agent doesn't follow the script! So the script is there for a reason! It is meant to be followed! And when you follow this script, definitely your chances of failing an objection are very slim because you actually follow the script and you know giving the prospect any chance to keep you off track or through you of whatever you want to do right. So always remember… the only person who is qualified to answer your objection is not you!! It is the prospect! And the second thing I will teach my agents is that objections are an agent’s best friend. The more ‘Noes’ you have, the closer you are to a YES. It's okay. You know. It's not really a sign of rejection, because, I think a lot of agents will breathe easy when they realize that it's not personal. It's nothing personal against you and they don't have a vendetta against you. They don't have a fight to pick up with you. No none of that. So it's just business. It's just business. Alright, so they have some issues. They are the one who need to resolve it as normal human beings. They're not mind readers, so you need to ask them questions in order to get a response from them and that's the best way that you can resolve it. If you keep doing it, keep practicing, you will get better. You become less fearful, you feel less stress, you feel more in control, you're able to overcome objections and that's the best way that I know how to handle objections. Alright so if you have any questions or you want me to answer specific objections, just hit reply or just ask me a question and I'll be happy to answer. Bye bye!