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:
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Ambassador
2,366,575
Patricia Kennedy
For Your Home in the Capital
Evers & Company Real Estate, Inc.

I totally agree that we work a lot more efficiently when they hate it and we move them onto the next house!  I feel our role should be to pick up on it when they find "the one" and make it happen!

Thank you for your comments!

October 18, 2010 11:00 PM
Rainmaker
142,363
Mike Mayer
Mike Mayer, Broker/Owner - i List For Less Realty, LLC

I recall a David Knox quote that went something to the effect of: we posses two (2) ears, but one (1) mouth; use them in the appropriate proportion.

October 18, 2010 11:11 PM
Rainer
144,182
Kaera Mims
Associate Broker, e-PRO, REALTOR; Hampton, Newport News, York Co.
Liz Moore & Associates

I always ask my clients for their non-negotiables and also their preferences so I know when to leave and also when to give them solutions to "issues". It really helps me to guide them through the process and get them what they want! 

October 18, 2010 11:23 PM
Ambassador
745,997
Steve Shatsky
Dallas Real Estate & Short Sale Specialist (214)213-0340
Prudential Texas Properties

Hi Pat... it's like that old Kenny Rogers song, The Gambler.  "You gotta know when to hold 'em, know when to fold 'em, know when to walk away and know when to run."

October 18, 2010 11:43 PM
Rainmaker
558,659
Chris Olsen
Broker Owner Cleveland Ohio Real Estate
Olsen Ziegler Realty

Hi Pat -- Very sage advice.  Steve's previous comment...that song was going through my head as I was reading your post!

October 18, 2010 11:50 PM
Rainmaker
521,295
Maria Morton
Kansas City Real Estate 816-560-3758
BHG Real Estate - Kansas City Homes

If they don't like it, don't feel comfortable, we're on to the next listing! I'm not here to sell buyers a house they don't want; I'm here to help them get the right house to make their next home.

October 19, 2010 12:11 AM
Ambassador
776,598
Fred Griffin Licensed Real Estate Broker
Tallahassee Florida. Call 850-339-4861
Frederick Griffin, Licensed Real Estate Broker

Overcoming Objections is great if you are employed by a Builder trying to sell Model Homes in a Subdivision.  

But if you are showing houses, even if you have a Fiduciary to a Seller - if the house is not acceptable, then move on to something that the Buyer wants.

October 19, 2010 01:36 AM
Ambassador
1,550,726
Christine Donovan
Broker/Attorney 800-610-7253 DRE01267479 - Costa M
Donovan Blatt Realty

Pat - The Gambler ran through my head to as I read this.  You shouldn't have to talk clients into a house.

October 19, 2010 01:40 AM
Rainmaker
942,002
Bob & Leilani Souza
Placer County, CA: Foreclosures, Auctions, Rentals
Souza Realty - Roseville, Rocklin, Lincoln, Loomis, Granite Bay, Penryn, Newcastle, Auburn, Meadow Vista (California)

Very well written blog post, Pat...and I completely agree! Our job is not to "convince" buyers to buy a particular home, it is to "listen" to their needs and help them find exactly what they are looking for. :)

Leilani

October 19, 2010 03:45 AM
Rainmaker
397,835
Kathryn Acciari
Realtor - CDPE, CIAS, Sturbridge MA Real Estate
RE/MAX Professional Associates, with offices in Sturbridge, Charlton, Auburn, Spencer, and Shrewsbury

I agree.  If the buyer isn't loving the home, no amount of pushing will create a sale.  Our job is to help them find a home that suits their needs.

October 19, 2010 08:16 AM
Rainmaker
102,470
Brian Bean
Homeowner Advocate, Dream Big Real Estate, S.Calif
Dream Big Real Estate

I save my "overcoming objection" dance for the other agent and for my short sale negotiators.

BTW, what's the saying? A man convinced against his will is of the same opinion still. You're likely to lose them later in the process unless they love it from the beginning.

October 19, 2010 08:57 AM
Ambassador
1,501,088
Ed Silva
Central CT Real Estate Broker Serving all equally
RE/MAX Professionals, CT 203-206-0754

Pat, the best way to provide a service to our buyers is to listen. Once they've been into a few houses, we get a much better idea of what they might want in a house, and do our homework to find those listings.  We know we've done it right when they walk through the door and within seconds, the smile on their faces tells it all. 

October 19, 2010 09:32 AM
Rainmaker
506,395
Patricia Aulson
Realtor - Portsmouth NH Homes-Hampton NH Homes
BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate

Oh yes, I like the "cut to the chase" approach and know what they want, it saves me time.

Patricia/Seacoast NH

October 19, 2010 09:37 AM
Rainmaker
891,596
Michael Setunsky
Your Commercial Real Estate Link to Northern VA
Michael's Commercial LLC

Patricia, overcoming objections is always taught in salesmanship 101. However, you have to know when when to stop and listen to a buyers/tenants concerns. Thanks for the reminder.

October 19, 2010 09:50 AM
Rainmaker
973,701
Sharon Alters
Your Fleming Island Relocation Agents.
Coldwell Banker Vanguard Realty

There is a difference between overcoming reasonable objections and bulldozing the people. The art of salesmanship 101 needs to include 'listening and watching' - it is possible to alienate buyers so much that they run to another agent.

October 19, 2010 11:53 AM
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
615,173
Sandy Shores Broker, Melbourne Real Estate
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
41,734
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
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Patricia Kennedy

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