Answering Objections: Watch Your Mouth!

By
Real Estate Agent with Evers & Company Real Estate, Inc. AB95346

Once many years ago, a real estate agent showed my first ex-husband and I a rental.  As soon as I walked in the door, I knew it was completely wrong.  The good thing was that it was near Kennedy Center, where my ex played in the orchestra.  The bad things?  It was a tiny wee basement unit with no light and no closets. And the place smelled awful.

I immediately said, "Sorry, no way!"  I needed to get out of the place to avoid a claustrophobia attack. 

But wait!  This agent, probably a newbie, felt it his duty to address my objections.

Strong light bulbs?  Don't think so.

Moldy basement smell?  It can only be gotten rid of until the next big rain.

No closets?  I could get rid of some stuff - but not nearly enough.

Itty bitty space? 

OK, you get the idea.

A big part of our job is to figure out when a buyer is raising concerns that could be fixed.  This might include paint colors, kitchen appliances, and other things that can be changed for not a lot of money.  And it might be a good idea to point out the easy fixes.

But another big part of our job is to know when to get them out the door and onto the next house STAT! 

If the location doesn't work the house won't work.  If the room arrangements are all wrong, the house will probably not work without a spending a boatload of money on the place.  If they need a garage and it has street parking and is landlocked, it's better to move on.

And if you are holding an Open House and I bring clients who are reacting with no enthusiasm, please don't start the Overcoming Objections Dance with them!  And I promise that in the future when our roles are reversed, I will return the favor!

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Topic:
Real Estate Sales and Marketing
Groups:
BananaTude
Club Chaos
Realtors®
Tags:
overcoming objections

Comments 42 New Comment

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Rainmaker
570,044
Bill Gillhespy
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos
16 Sunview Blvd

Hi Patricia,  I learned long ago that the initial impression ( good or bad ! ) will generally determine the extent of buyer interest.  Now, I tell the buyer that if a listing just screams out to them " You will hate it here ! "  then we should turn arounf and leave.  Don't pretend to look at the house to make me happy, just tell me it doesn't work for you and we're gone !

October 19, 2010 12:34 PM
Rainer
77,709
Dee Bundy and Leslie Leis Northern Colorado Home Team
Fort Collins Realtor @ ERA Herman Group Real Estate NoCo

Hi Pat - I agree with the post but mostly just wanted to comment on your photo change.  What a cool shot! Way to show part of who you are with one simple image.

October 19, 2010 12:49 PM
Rainmaker
599,425
Sandy Shores Broker, Melbourne FL
Brevard County FL Real Estate
M & M Realty of Brevard Inc.

Pat,  Oh this reminds me so much of the first real estate agent I ever met.  What an adventure that was!  And I remember saying, when I become an agent I would never do what she did to her clients.

October 19, 2010 04:12 PM
Rainer
69,795
Christa Borellini
Prudential California

Wow, that is crazy.  A buyer knows what he or she wants.  It's our job to find it, if it's possible, not to sell them something they hate.

October 19, 2010 04:46 PM
Rainmaker
41,722
Teri Deane
Central Maryland Realtor, ABR, CDPE, CRS, SFR
RE/MAX 100

Sometimes buyers just get a bad "vibe" when they see a home and they really can't put the whys into words.  I don't push, if it isn't working (and I can usually tell pretty quickly) move on.  Great post.

October 21, 2010 09:40 PM
Anonymous
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Patricia Kennedy

For Your Home in the Capital
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Additional Information

Pat Kennedy -- author of The Irreverent Guide to Real Estate -- gives you a look at life on the streets as a real estate broker in our nation's capital. And her blog is peppered with great advice combined with humor!