Hey, are you getting appointments? If you're not getting as many appointments as you want, then chances are very high that you are getting objections. Specifically, appointment-destroying objections… and if you don't handle those objections, you will continue to get fewer and fewer appointments! 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 my book for free at propertyagentsecrets.com, just cover a small shipping fee. So, are you getting appointments, as many appointments as you want? And if you're not, then chances are very very high that you are being shot down by prospects and many agents, you know, who are not able to get as many appointments as they want, the number one problem they have is actually they have objections, but they are not being able to counter those objections and the two biggest reason is because number one is that they don't have the perfect reply to that specific objection because they get stumped, all right, so, when you get stumped you don't have any reaction, you don’t, basically you're just lost for words. how to say, how to reply. And the second reason is because you know what the prospect is saying is actually true so that's why you're not able to, you know, specifically answer the objection. so today I’m going to be talking about five specific you know objection and how to counter them with the perfect reply that I came up with and I’ve been testing, together with my agents, and my agents have feedback to me that all these work. So, let's get back to all these five appointment-destroying objections. so before i continue with this i want to say that objections are not the enemy, all right? so prospects defend themselves from sales people by throwing objections okay, so the type of objection that prospects throw can tell you a lot about what kind of issues that they're hiding and your job is simply to ask them and you find more information that's it all right so the best person who can answer the objection is always the prospect it's not you it's always the prospect who is the best person to answer his own objection all right so without further ado let's get to the list of five most common objections that agents get stumped from and the first one is just curious so first let us tell you i'm just curious that that's an objection that's the first objection the second objection is i prefer to browse at my own leisure and the third one is just send me the information send me the information why email why what's that why sms or whatever the fourth one is my spouse can't make it so i can't have the appointment the fifth one is i already heard of asset progression strategy sessions before and by the way this is favourite this is a favourite of propnex agents! so how are you going to okay before you're going to handle the objection you need to understand the reasoning behind why prospects are giving you all this objection and i tell you just curious right so the reason for the just curious objection may or may not be true and usually it is because the prospect is fishing for information and the reason behind i prefer to browse at my own leisure is because they do not want to talk to you yet they may not want to talk to a sales person yet and that's why they're giving this objection third objection is just send me the information and the reason prospects are saying that is because probably they do not want to meet up with you yet so they're just using information as a convenient excuse to avoid meeting up with you in the 40s my spouse can't make it all right this is the this is the critical one this is not an objection all right and simply means that the prospect doesn't have the decision making ability so it's not an objection and the last one is you know i've heard of asset progression strategy before well that's the reason for it and all the entire marketplace knows about it and the project is what what product you're trying to say that you know you are no longer clever because prop next this this claim is already tired and all the perplexing agents have been seeing it for so long after progression strategy session so prospects uh they they're not stupid all right so they are telling you that hey i'm not stupid i already know about what you're trying to do so that's the reason why they have this objection and now how to handle the objection of just curious like i said it may or may not be true and the prototype may just be phishing for information so this is the solution that you should be using all right and the solution is very very simple just throw it back to them and tell them yep i can clearly tell that my ad on my listing peaked 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 that's how you answer that that's how you counter that and wait what they tell you wait for the answer and when you when you whatever answer they give you just follow up with that answer and the second objection i prefer to browse at my own lecture how do you you don't handle this because the prospect doesn't want to talk to you yet right so how i would handle it very very simple right the solution is basically ask for timing all right great just say it like this just say how i say great it's important to get clarity on your home moving needs this curious when do you see yourself moving forward with your dreams that's it just ask them and the third one is just send me the information and because they don't want to meet you so they use information as a crutch so what's the solution the solution is to get commitment from them 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 wait for the reply in this reply if i don't hear back from you that's it that's it simple straightforward all right the next objection is my spouse can't make it because it doesn't have the decision making so it's not an objection so the solution is do not get angry all right don't get angry don't get frustrated at this objection simply reschedule with the spouse present in the next appointment do not go ahead with an appointment if the spouse is not there or you won't get the business you won't get the listing or you won't get the deal all right so what you say is basically all right when is the spouse available next mornings or evening simple as that just ask for timing just get to even better speak to the spouse directly and last one i've heard of asset progression before strategy session before right so basically they know that proclaims agents have been using this claim for years and they become wise to this so what's the solution the solution is very simple stop copying on the agent stop using this as a progression or i should stop using it instead this is what you should say i found that 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 that you want to work with so this monday morning or evening work for you simple as that nothing complicated all right so if you like what you know i covered about objection or if you have any more objection just you know comment or ask me and i'll be very happy to answer that for you bye

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   

Are Your Leads BAD? So you're getting leads. That's good. After all, leads are the lifeblood of your realtor business, and not having leads is the reason many agents quit. But are you leads bad? Almost all of them? Are You 100% Sure? Just because you cannot close them today doesn't mean they're bad prospects! They might be FUTURE prospects... those who might become ready-to-buy sometime in the future. And you've got to have the right strategy for that. If not, you'll struggle to get business, like I did. I Was Struggling I was wasting my money because my team was cherry-picking only the best, most ready-to-buy-right-now prospects, which only made up about 5-10% of the entire volume of prospects were getting. And I was furious with them. Because they were wasting 90-95% of my money, by neglecting the so-called 'bad' leads. At first I thought they were plain lazy. All they wanted was easy money. Then I had a realisation that, maybe, it was because they were doing what came naturally to them. I realised they were Hunters. They enjoyed sales. They relished closing. Not closing deals made them cranky. And I was trying to get them to become Farmers, who patiently cultivate relationships over months and years. It Was the Agents' Differences in Personalities When I realised this, I knew I needed Farmers on my teams too. But it wasn't easy to find agents who were naturally 'Influential'. In other words, I needed to find outgoing, people-friendly agents to look after all those leads that were not closing. That's how I ended up building my Property Agent Success System. Two Strategies for Two Prospects It solved the issue of needing something to cater to everyone, while making it a win-win for all (the agents, the clients, and me.) This was and still is a much better strategy. You'll need two different approaches for two different types of prospects. Because Not all Prospects are Equal Here's what my team did: For Ready prospects, it was only a matter of timing before they closed. So we had Hunters dealing with these. For so-called 'bad' prospects, they were not bad, but not ready to buy right now. That required Farmers to nurture them and build relationship with them over time Any prospects who were rude (in other words they were bad human beings), we deleted them. Simple? Sounds easy in practice, but it's not, like I realised. A System Was the Easy Part I realised having a system was easy. Managing a larger team was not. Once again, I was forced to innovate. And I ended up creating my Team System that solved all of this. So, the real reason you're getting bad leads has nothing to do with your leads. It's a fact of life that people who are buying now are always the fewest; and every agent and his upline is already after them. The Hidden Gold Mine Nobody is Talking About The hidden Goldmine is actually int he FOLLOW UP! Remember, it's all about the RELATIONSHIP! Go and build some!