Real State

Four Conversations to Help You Counter Client Objections


Is there anything more entertaining than watching seasoned real estate agents lean on their training and their wits to handle common client objections? For those who tuned in to last week’s Clash of the Closers preliminary round, the answer is clearly no. This live competition was the first of three qualifiers paving the way to this year’s Mega Camp, where finalists will duke it out for a chance to dethrone KW’s reigning champion, Cody Gibson. According to KW Head of Industry and host of Clash of the Closers, Jason Abrams, Gibson has his work cut out for him.

“Everyone on this board is an absolute Jedi when it comes to conversations,” Abrams claimed, and he wasn’t lying. Some of these Jedis’ most persuasive talking points can be found below. Give them a read and then head to KW Connect on Thursday, July 8 at Noon CT to watch (and vote on) the second qualifying round. It’s a good example of the kind of exciting programming you’ll find at this year’s Mega Camp training event. Visit the website to browse the agenda, meet the speakers, book your ticket, and more!

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I’d like to list this house, I really would, but I have way too much work to do to get my home fixed up before I sell it. 

Elizabeth Raines, MAPS Coach and Team Leader at Keller Williams Realty, Inc Tulsa, OK:

I can totally respect that, and I hear this from a lot of our clients, so that’s why we’re sitting here today. We have all of the services to help you. I want you to focus on what you do best, and we’re going to help you take care of this. We have a concierge service and we’ve negotiated with tradespeople, so we’re going to walk through the house with you. We’re going to help you decide what are the best improvements to make to get top dollar on this property. Then, we’re going to handle all the rest and we’ll take care of everything. So, let’s get you set up. Does this Thursday work for you?

We want to sell. We’re in with you, but there’s nothing on the market, so we don’t know where we’re going to move. I guess we’re going to pump the brakes.

Aubrey Bailey, Operating Partner Keller Williams Realty Southeast Alabama:

I appreciate you bringing that up, and that’s honestly one of the most common concerns we’re getting from families right now, like yours, who are considering making a move. I’m curious, other than having the security and the peace of mind of knowing you have a place to move to, is there anything else that would keep you from selling your house right now?

*Seller Responds* 

Well, I have some good news for you. Our team has six unique ways that we’re finding off-market deals right now so you can go out and find a home that’s right for you. And even better news, we have access to two programs that allow you to take your time finding the right house first and then put your house up on the market. If you’re concerned about double payments and getting equity out of your home, it takes care of both of those. If we were able to find the right home now, one you and your family want, would you list your home with me today?

I don’t know where I want my child to go to school yet. We need to wait for our kid to get older before we can figure out where to buy.

Bob Walatka, Founder of The Walatka Team in Roseville, CA:

What if we could find the best schools in the best areas for you and your family right now? 

*Buyer Responds*

Well, that’s exactly why we should get together and meet, because I have some resources that will help you identify the best schools in the best areas so you can get into those areas before your kids are even of age to go to those schools and start building friendships and relationships with the families in those areas. Does that make sense?

I’m never going to be able to get a house. It’s way too competitive. I don’t want to play the royal rumble where realtors are throwing each other off the top rope and there are 38 people at an open house. I don’t want to enter that market. I don’t want to be in a bidding war. What am I supposed to do?

Ron Wexler, Founder of The Wexler Group at Keller Williams Preferred Realty Chicago, IL:

You’re absolutely right. In fact, the odds are really good that we’re going to have to fight to get you the perfect home. That’s kind of the market we’re in right now, isn’t it? Yeah, so here’s the thing. Do you want to have a team work with you, help you find the best home for the money, get you an incredible interest rate, save you money on all the expenses and get into a home right now, or do you want to wait twelve to twenty-four months for things to slow down, prices to go up, interest rates to go up? I mean, why don’t we just get it done right now? Come in, sit down, meet with our team. We’ll show you how we’re winning for our clients time and time again and we’ll get you the perfect home and get you moved now instead of having to wait. How does that sound? 

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