Feel Free To Print This Post. Below are the common objections for PHONE CALL or DOOR KNOCKING for FSBO LISTINGS. A “cold call” is either a door knock or phone call. Each is broken down and a response is provided.
You may also want to COPY AND PASTE each section and put it into a word document and print it up. Practice, Drill, Rehearse these responses.
The most common objections for FSBO COLD CALLS are:
1. Price
2. Service (think they can do themselves, “do you have a buyer”)
3. Stall
With FSBO COLD CALLS, the most common objections you WILL receive on the phone or in person are these three above.
Memorize them.
You will hear a prospect tell you the following:
“I’m not interested.” (Price, Service, Stall)
RESPONSE: “I understand completely. Of course you’re not interested. I wouldn’t be either without any information. Let me ask you…”
“What’s your commission?” (Service Challenge)
RESPONSE: “Absolutely. I can tell you for the service and results you’ll receive, I am the absolute best priced commission out there in the market place and I will cover all of that in great detail. Let me ask you…”
“I’m going to give it a try for now” (Price, Stall)
RESPONSE: “I totally understand and agree with you. Giving it a shot makes sense. Just so you know, I already mailed you a great document from our local police department with SAFETY PRECAUTIONS FOR HOMEOWNERS SELLING WITHOUT A LICENSED REAL ESTATE BROKER. It goes over 10 simple tips on how to protect your home against strangers who aren’t interested in buying your home but may have other intentions. Let me ask you…”
“I know someone who we’re going to use IF we list/My friend’s a broker/Relative is a broker” (Service)
RESPONSE: “I completely understand. That makes sense. If I had a really close relative or really close friend I could trust and knew they could do a great job, I would do the same thing. (Hesitate and wait for their response)”
CONTINUE: “Since your home is most likely your largest financial investment, it’s always a good idea to get a second opinion.”
“Do you have a buyer for my house?” (Service/Price)
RESPONSE: “Yes I will match your home to the best most qualified buyer in the market. That’s what I do. When can we get started?”
[Don’t fall into the trap of “bringing a buyer” to their home. Don’t tell them you’ll preview it for a buyer. Don’t agree to do business with the without meeting with them first and discussing the benefits of a full service listing agreement – remember AGREE to get them information. Always express understanding and validate their concerns, but hold firm to CLOSING them on the reason they HAVE TO meet with YOU!]
Bottom line, you have to go through each objection and every thing a FSBO will say and object to you coming into their home to discuss listing their home.
Believe in what you have to offer. If you don’t believe in it, then you should analyze the company you’re with and see how they measure up against other firms in the area(s) you service.
Believe in yourself.
Write these objections down that you hear. I offered you the main ones you will hear from prospects.
THE “LET ME ASK YOU…” PART EXPLAINED:
You want to keep the conversation rolling, so you have to ask questions you know the answer to. Do not ask questions you don’t know the answer to.
ASK YES QUESTIONS. This means, ask questions that you know they will say YES to. For instance:
“If I could sell your home for your price plus my commission, would you then agree to possibly work with me?”
“Do you want only qualified buyers to look at your home?”
“Do you think the price you’re asking for your home currently is a fair price for today’s buyer?”
YES QUESTIONS can lead you to more yes’s. Get the prospect saying yes, then close them on an appointment.