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2. How to Overcome the Toughest
Objections from Your Clients The
greatest and most successful real estate
agents are masters at overcoming the
objections that their clients and
prospects toss their way. They weren't
always great at overcoming these
objections but they learned over time
how to handle them in the most effective
ways possible. Now you as an agent, no
matter what level you are currently at
in your real estate business, can learn
how to become a master at overcoming
these objections also. Overcoming
objections is often easier to learn how
to do than you may now believe. The main
component that you need to bring to the
table is your desire to make it all
happen. Once you have this desire you
can then follow these 3 easy steps: 1)
Make a list of all the objections your
clients and prospects are giving you
that you would like to learn to
effectively overcome. 2)
Write down what you think are the most
effective responses you can give to
overcome each of these objections
whenever they are thrown at you. 3)
Rehearse your responses to these
objections until they become so natural
that you can deliver them spontaneously
whenever it is appropriate to do so with
your clients and prospects. Also,
if you think this would be helpful, you
might consider approaching another agent
in your office and ask their opinion on
how to best overcome some of these
objections. They may have some thoughts
and ideas of their own that could work
even more effectively for you. And
lastly, you might consider doing a
process similar to one that I often do
when I am leading real estate trainings: 1)
In one of your weekly sales meetings
have each agent write down on their own
sheet of paper a list of objections they
would like to learn to overcome with
their clients and prospects. 2)
Collect the individual sheets of paper
from the agents and begin looking for
similar objections that a number of the
agents would like to learn to overcome. 3)
Select one particular objection to work
on with the group and ask for two
volunteers from the group to role-play
the situation. One of the agents will be
the client who will have the objection
and the other agent will be the agent
faced with overcoming the client's
objection. 4)
You can then repeat the process for
other objections that you think would be
helpful for the agents to learn how to
overcome. What's
great about this process is you get
great feedback, interaction, and
enthusiasm among all the agents as they
observe the other agents in action
giving their best in situations that
everyone in the room can identify with.
It's also a great learning process for
everyone as all the agents attending the
meeting get to learn new skills, ideas,
and approaches for overcoming objections
that they will definitely have to deal
with in the future. Learning
how to effectively overcome the
objections of your clients and prospects
can be very easy. You just need to be
willing to do what is necessary to make
it happen.
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