Objection handler: 'You can't do anything better than my last agent'

  • Change your perspective, and treat objections as if they are requests for more information.
  • The last agent failed to sell the home -- remind prospects of that.

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Homeowners with expired listings may bluntly and pointedly say: “I don’t think you can do anything better than my last agent.” How can you prove them otherwise? If time were to stop when prospects utter this objection, a fork in the road would emerge with two paths: one that marks the start of your relationship with a client, and another that stops before it begins. Where you end up depends on what you say in the moments immediately after.