National Association of Real Estate Teams

facebook  03-03

Last week we talked about how LEOPARD members can get leads off of your listings and how you can get them FEE-less. We’re following up on the discussion with the most common objections you’re going to hear about property-level leads and how to handle them.

Property-level leads are inquiring about a specific property and are often times standing outside the property or attending an open house. They are not responding to direct mail or an ad but may have found the property via internet marketing platforms such as Zillow or Realtor.com.

So what are common objections you may hear from property-level leads? Let’s take a look at a few…

“I have an agent”

A strong comeback you could ask is “did you sign an agreement that forces them to pay a commission whether they find the house for you or not?” They may not know what a buyer-broker agreement is so this is a great way to ask the question without using industry jargon.

You could also ask what neighborhood they’re looking in without skipping a beat. When you blow through an objection without letting it throw you off, it can catch them off guard. In fact, this is an objection you should expect them to say.

When they say they already have an agent, it may mean several things… that they’re getting emails from an agent, they may know an agent, or they may have a “relative agent” who’s going to offer them a discount, but in either case, they may not have a signed buyer-broker agreement.

“I was just curious”

If a consumer is curious about the price, they probably want to see it as well. Instead of telling them the price, ask when they’d like to see the property instead. Handling this objection is all about providing them with service. Do something to help them. Be time-specific and give them a couple of time options that you’re available. And never look up the property. Your whole goal is to set the appointment, and then give them more information when you’re actually at the house.

“I’m a neighbor down the street and want to know what the house is selling for”

You’re more apt to hear this objection during an open house. You could follow up by asking if they’re not interested if they know someone else who may be. You could also practice the “guess wrong” and ask if they live in this neighborhood or a neighborhood that’s close by. A “guess wrong” is saying something that’s close to what the actual answer is as they’ll instinctively correct you, just be sure to make the guess close.

The goal with a “nosy neighbor” is to give you an opportunity to drop off a CMA so the next 3 questions should be inquisitive. In order to do so, you’ll need to know their address. Using the “guess wrong” you can get details such as the size of the house, how many levels, and if it has a pool. You might even ask how long they’ve owned their home and if it’s bigger or smaller than this house (from the open house). This all helps you when searching tax records so ask a series of questions to help pinpoint where they live.

Jeff and Phil dove into some role-playing with their studio audience during last week’s podcast. Listen in to hear their scripting and ways they maneuvered around difficult conversations with leads. Catch the replay below and be sure to subscribe so you don’t miss an episode!