Manage episode 287755549 series 1104329
How do you handle the “I’ll sell my home when the values go up!” Objection? As with any objection, the first step is to REPEAT & AFFIRM their objection. “That would be smart! Tell me more about what you’re thinking… Good for you…”
Here are 3 steps to dealing with this objection:
1. IDENTIFY THE MOTIVATION:
Ask questions to understand their motivation and identify what would make them want to sell. “What value are you looking for? Is there a value…and how will you know when it’s time to sell? “When you do sell…where are you going? Why do you want to sell? And why do you want to wait?
2. ADDRESS THE CONDITIONS:
Get the truth on why they may or may not want to move right now. “If you felt NOW was the best time to get the most money, would you move now…or still wait?”
3. INFORM THEM ON THE PROS & CONS OF WAITING:
Help them understand the current and forthcoming market conditions, so they can make a more informed decision that’s in their best interest. Your job is to connect with them, not to convince them to do something against their will. Look to build this relationship and become their go-to agent. Because that is key..so when they are ready to sell, you get the call.
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Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."