During a panel discussion at Inman Connect Las Vegas, experts shared their best advice for dealing with objections and challenges from clients, be they sellers or buyers.
A seller who wants to find a new house before selling their current one. A buyer who wants to view a house with the listing agent. These are common client objections that every agent has to deal with. What can you do to minimize or prepare for the objections that you know are coming?
At Inman Connect Las Vegas, we put the experts on the case. Sarah Padgett, a Realtor at Century 21 Judge Fite Company outside of Dallas; Xio Sandoval, real estate consultant at C21 Realty Master in Los Angeles; and Ed Feijo, a global luxury specialist at Coldwell Banker Residential Brokerage in New England talked through some of the most common doubts and challenges they hear from clients, and how they respond.
“Ask as many questions as they’ll let you,” Padgett said. “Sometimes it’s invasive, but you’re there to help. When you go to the doctor, he doesn’t just come in and give you medicine. He asks you questions.”
She adds, “You’ll ask a buyer things sometimes they haven’t thought about.” The biggest thing to suss out is their motivation. Why are they buying or selling?
Feijo notes that if you dismiss objections that come your way, you’re likely to lose the client. Instead, “Be prepared to be patient and listen to what they have to say,” he says. “You may think their objection is meaningless, but if it’s something that’s important to them, you’re never going to sell them if you don’t react to it, get over it, and move forward.”
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