“Why should I pay that commission?” “I was hoping to sell my house for more.” “We want to go FSBO.” Agents may find themselves knocking down these statements like devilish pop-ups in an intense game of Whac-A-Mole. Objections are a part of any sales process, but the job of a real estate professional to advise, guide and work with clients over a long period of time on such a monumental transaction requires the highest level of communication finesse.
- Listen more than you talk, apply empathy, coach or lead the client, and reframe the objection to move forward.
- Don't be defensive and overly scripted.
- Pushback from your buyer or seller is an opportunity to educate.