Overcoming objections can be one of the most difficult things for a prospecting real estate agent. If you’re reading this, you’re probably looking for training on how to successfully navigate objections and set the listing appointment.
We found the nine most common objections and asked REDX’s top producing agents to shed some light on how they resolve the objections and progress the conversation toward a listing appointment. Check out their answers below and click here to download their objection handler scripts.
#1) I need to talk with my spouse…
#2) I’m going to sell FSBO…
#3) I already have an appointment with another agent…
A lot of agents get duped into busying themselves with administrative tasks so they feel like they are working. However, just because you’re running around your office doesn’t mean you’re productively building your business. As Henry David Thoreau said, “It’s not enough to be busy, so are the ants. The question is, what are we busy about?”
Use your time to generate new business and close more homes. How much income do you want to earn this year? Everything you do as a listing agent should reflect the goals you’ve set for your business. Tracking your numbers will give you insight to key performance indicators that align your actions with your goals. (more…)
Do you remember ever being consistently excited about prospecting? How do you feel now thinking about the leads you are prospecting to? Indifferent? Dismayed? Frustrated?
If you feel this way, take heart – there may be a simple fix for you. Invest your time and money into a more effective lead source. Before you make any decisions though, listen to what you peers have to say:
You probably know that prospecting is the most effective way to expand your sphere of influence and generate more business, but the last thing you want to do is pick up the phone and get rejected over and over again.
You may be working your guts out… yet you barely seem to scrape by from month to month. Or perhaps you’re new to the industry and are still trying to figure out this whole prospecting thing.
Knowing what to say and how to say it means getting listing appointments where others couldn’t. The average real estate professional converts a little more than 1 in 5 of their conversations to listing appointments, but a top performing agent (like yourself – an agent who makes over $250,000/year in GCI) converts almost 1 in 3.
The reason for the gap is that top producers have proven, practiced scripts that enable them to:
1) Connect with more homeowners 2) Know what to say to the homeowners.
One powerful way to immediately bump up your prospecting power is to use a dialer. In fact realtors who make $250K or more a year are 94% more likely to use a dialer while prospecting (calling on past clients, center of influence, geographic farm, just listed and just sold leads, expireds, FSBOs, and many others). Without the help of a dialer you will spend way more time manually punching numbers in your phone versus actually connecting with your leads.
“Prospecting expired [leads] in the real estate market is wonderful because it takes a negative experience out of the consumer’s mind and it makes it a positive one,” said Scott Cramer, Realtor® in Orange County.
This is one of the reasons that many homeowners are grateful to be on an expired lead list when their home doesn’t sell.
Don’t believe me yet?
Read on and watch this video to see why Bertha (a widowed homeowner) was thankful to be contacted by real estate agents after her home expired on the MLS.
“Prospecting expired [listings] is good for the industry because we take a bad experience where clients are frustrated and unhappy and we come in and show them what we can do to sell their home and get the job done.” – Kelly French, Realtor.
Read on and watch the video to see why Lee and Wendy Malik were excited to receive so many calls from real estate agents after their home was taken off the market.
Whether you’re brand new to the real estate realm or you’re trying to kick your long-standing business up a notch, there is one key thing that you need to focus on—prospecting. The world of real estate is all about making connections and developing relationships, and prospecting is the best way to get the ball rolling.
The Pains of Prospecting
The most efficient way to initially prospect is by phone. Unfortunately, cold-calling can be an extremely tedious and time-consuming task. You have to hunt through your list, pull up a lead, punch in the number, wait for someone to answer—if it’s even still a good number—and then wait to leave a voicemail that you’ve already recited 100 times today. Lather, rinse, repeat.
Let’s reflect on just exactly how tedious this process can be by taking a look at the five most annoying time-wasters when prospect calling: (more…)