Dealing with objections in real estate is a frustrating reality for agents, so it’s a good idea to have responses to those objections prepared in advance. How should we react to protestations in the buying process? Is there a way to stop objections from forming in the first place- and how should we approach buyers who stall the process to speak to other decision makers? On this episode, CEO and President at BrokerageUP! Inc and RealEstateCoach.com, Bernice Ross shares how asking the right questions can help us tackle objections.
Takeaways + Tactics
Asking questions is extremely powerful. Instead of telling a client what to do, formulate questions that will help them rethink their objections.
To avoid objections being raised at crucial moments, be upfront with buyers at the first meeting. Ask if they would be ready to make an offer immediately when they find the right house.
It’s extremely frustrating for agents when buyers stall the buying process to consult with their decision makers. To stop this from happening, encourage buyers to bring decision makers along to each listing.