The luxury market is largely insulated from economic shifts, so there has never been a better time to break into the space. But many agents often feel like the luxury market is high stakes, especially when they are faced with objections.
The only way to handle objections effectively is to prepare for them in advance. If we can go into appointments with sellers knowing how to respond, we can position ourselves as the obvious choice for the listing.
What are some of the common objections raised by sellers, and how can we respond to them?
On this episode, Founder and CEO of the Luxury Listing Specialist Designation (LUXE) and host of the Luxury Listing Specialist Podcast, Michael LaFido, returns to the show to discuss 3 common objections and how to handle them.
Three Things You’ll Learn in This Episode
How to handle the experience objection
Agents new to the luxury market are often worried about being asked if they’ve sold a high-end property before. If not, the best response is to leverage agents in our networks who have sold luxury homes.
How to handle an objection about local knowledge
Often, sellers will ask agents if they’ve sold properties in their area before. If we aren’t local, it’s a good idea to have testimonials and past videos on hand to show the value we bring.
What we can do about price objections
When a seller has been given an unrealistic selling price by another agent, they’re likely to object to a lower suggestion from us. Combat this by asking the seller to have their home appraised.
Resources + Links
Rockstar Agent Marketing Toolkit - Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your career right NOW.
Michael LaFido is a top-producing luxury Realtor, national trainer, and a leading authority in the luxury real estate space. He is the Founder and CEO of the Luxury Listing Specialist Designation (LUXE), host of the Luxury Listing Specialist Podcast, as well as the Founder and Marketing Strategist of Marketing Luxury Group. Michael is the author of Luxury Listing Specialist: Dominate Luxury Listings in Your Market.
To find out more about Michael, head to: