Hey, DC here.

I received this question from Emma.

“Hey DC, I am new to the program and I am having trouble
overcoming objections with sellers and realtors. Can you
give me some tips as to how I can become stronger with
overcoming objections?

We are all faced with reluctance when we talk to sellers and
realtors. An objection is anything that stops a customer
from buying or selling with you. Knowing how to identify and
overcome objections are critical to a successful phone call
with a realtor or seller.

To be successful, you must have a clear understanding of
what service you can provide that’s going to make it easier
for the party you’re working with. Show them that you will
add value.

Begin by listing the things you can do for them. The
qualities that make you the person they should work with and
the benefits of your services. I find it best to write these
down so I can review them before I get on the call. You can
also use them during the call as a reference.

Set realistic goals and reach them daily. Most people feel
that they have to make 20 calls a day to make a difference.
This places undue stress and they will not even start making
calls because it’s an unrealistic goal. Start with small
numbers, like 5-10 calls a day.

While you’re on these calls, you need to establish trust.
You must have confidence in yourself before the client will
have confidence in you. Make them feel that you are the
expert in real estate.

Never under estimate the power of a mastermind or networking
group. This will expand your referral network and build
rapport with potential clients. Many realtors will only work
with people that they know and trust. By belonging to a
networking or mastermind group, you will build relationships
and teach others about what you do.

The most important thing about an objection is that you need
to listen carefully to what question is being raised.
Analyze that objection. List the comparisons and show the
benefits of working with you and what sets you apart from
others.

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Talk soon,
DC

 

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