Nice Guys Guide to Objection Handling

NICE GUYS GUIDE TO OBJECTION HANDLING

BARRY JENKINS

OVERCOMING OBJECTIONS SUMMARY I'm just looking...

“Shopping for a home is a national obsession! It’s fun to look at homes, buying a home is an exciting process and you should take your time to enjoy it.”

“What caught your eye about the home? What would you change about the home you saw?”

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I'M JUST LOOKING

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“If I could wave a magic wand, when would you move into your new home?” ► Talk about the house, talk about times to look at homes. ► “Is there a day or time that works best for you to look inside some of these homes?”

I'm not ready...

Find out why without saying why?

Be sympathetic. “Oh you’re not ready? Absolutely! It’s a big decision.”

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I'M NOT READY (1)

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“Absolutely, you want to plan this out and take your time. What have you already mapped out as far as planning goes? Have you spoken with somebody who has given you a bit of direction?” PAUSE, LISTEN. “Do you have a friend or family member in the mortgage business?” ► Let them know mortgage companies have different credit systems compared to Credit Karma. Lenders can show them how to prioritize debt, will accept different credit scores etc. Tell them a lender can help them map out a plan. ► Tell them it’s a 15 minute phone call. Try and set the appointment for the lender with the buyer. Ask if the lender can call them, give the buyer the lenders info. ► Follow up with lender to see if they have called the buyer. ► Check in with buyer and ask “how did your call go with Jim at the mortgage company?” to see if they were contacted or had the conversation.

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I'M NOT READY (2)

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I clicked by mistake...

Laugh….

Identify with them that they clicked by mistake and that they don’t want to talk to a sales person.

While you have them on the phone: “my seller is dying to know what people think about the house, can you take a second to tell me good/bag/ugly about the home that I can report back to my seller?”

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I CLICKED BY MISTAKE

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Transition to overall search: “One of the creepy things about Facebook is they target things you want to see. Facebook thought you might be interested in a house. Have you purchased already or is this something you one day want to do in 3 or 4 years?” ► Push the timeline out ridiculously far and then people will give you a more realistic timeline.

This will help people bring out the reason why they don’t think they’re a buyer.

Leave me alone...

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • LEAVE ME ALONE (1)

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Pay attention to the person: if they give single word answers they’re not connecting with you. Don’t get offended and make it about you, make it about them.

Come from a place of contribution. “The difference that 1% on your mortgage makes on your monthly payment can change your payment about $400 per month, which changes your buying power. $400/mo. takes you from a $300K house to $260K house.” Let them know if rates are changing, they’ll be able to buy less house next year. Rates are low and it’s a good time to buy.

“The area you were looking in, there’s some foreclosures in that market, are you looking for a good deal?”

“Hey, there’s a list of open houses in the area you contacted me about, would you like to set up a time to go look through these homes?”

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • LEAVE ME ALONE (2)

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I'm not qualified...

“How did you find that out?”

If they spoke with a mortgage person: “did your mortgage person give you any advice as far as credit repair goes?” ► If they say not really, try and connect them with somebody who is going to help them repair their credit.

Set them up on long term buyer/seller drip campaign to educate them on all things real estate. ► You’re staying relevant without asking for the business.

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I'M NOT QUALIFIED

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Set them up on long term buyer / seller drip campaign to educate them on all things real estate. ► You’re staying relevant without asking for the business.

When it gets slow, pull out list of unapproved people and follow up: ► “I know you’re not ready, just wanted to call and say I haven’t forgot about you. I wish you the best and I know it’s tiring trying to fix your credit, but anything of value takes hard work.” Be their cheer leader.

I've got a realtor

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I'VE GOT A REALTOR (1)

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“Absolutely, it speaks highly of your character that you would bring up your relationship with another agent and let me know that up front. I want to pause for a minute and thank you for being up front with me and letting me know that you have a relationship with somebody else. I’ve been doing this for a long time and something I’ve learned is this: unless you’ve contractually obligated yourself with that person, you can work with any agent you would like.

Am I saying you should work with me? Of course not! But I am saying this: Many times if you’re working with an agent sending you properties and being on the lookout for the right house for you, they’re taking the anxiety out of your search since you know somebody is looking out for you.

Am I saying your agent is not doing it? Absolutely not, but what I am saying is this: I would unpack a little bit as to why you still feel the need to search on your own and if you think your agent is serving your best interest. Along that same line, make sure they’re sending you distressed properties as well. I assume you want a good deal?

Most agents skip over those properties because they’re less money for them and more work. Make sure you agent is sending you all properties on the market, not just the ones he or she thinks you need.

That being said, I’m always here I don’t want to bug you. Let me know if you have any questions!” ► If friend / relative is an agent, it’s probably not worth it to ruin your relationship.

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I'VE GOT A REALTOR (2)

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“I don’t want to mess with your personal relationship and this is the biggest financial purchase of your life. How do you marry those? I’m not even going to go down that road, that’s a decision that you need to make and do what is best for you. If you feel your friend is new in the business, I wouldn’t mind if they called me and ask for tips.”

How to state your experience without saying your years(or lack of) of experience ► “I’m on a team that sells 150-200 transactions per year, we have a lot of experience.”

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • I'VE GOT A REALTOR (3)

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Looking for a family member...

Act like that person is the buyer or seller and have a substantive discussion adding value as the agent.

If the parent or somebody else is looking, that means the person is having a problem finding a home. Find out the root of the problem, why are they having trouble and how can I solve that problem for them. Have they been looking long? Why haven’t they found what they’re looking for?

“What do you think their problem is as to why they haven’t found anything yet?” ► Tell them how you can address that need.

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • LOOKING FOR A FAMILY MEMBER

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CLIENTS WHO HAVE TO SELL FIRST TO BUY Clients are confused about how selling works and they feel trapped in their house, they think they can’t buy two homes at the same time.

These leads want hand holders to make it easy for them.

Warm them up to get them on the phone or face to face to explain the process.

“We know you’re looking at selling and moving. This is something we do all the time. We want to go over the entire process from start to finish so you can make appropriate plans.”

Get them to focus on the process and that you’re the expert in the process. Need to get them to speak to you.

“We’re going to list your home for sale and look for a home to buy at the same time. We don’t know what’s going to happen first. We don’t know if you’ll sell you’re your home right away or find a new home right away. No matter what happens, we’re going to protect you contractually. We add contingencies into our contracts to protect your interests no matter what the situation might be. You’ll always have somewhere to live and it will work out.”

Understand the listing and selling side are different sets of skills, need to add value to the seller side.

NICE GUYS GUIDE TO OBJECTION HANDLING BY BARRY JENKINS • CLIENTS WHO HAVE TO SELL FIRST TO BUY

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NICE GUYS GUIDE TO OBJECTION HANDLING

Barry Jenkins AUTHOR, REALTOR, SPEAKER, COACH, TRAINER, PRODUCT DEVELOPMENT AT YLOPO Barry began his career at the age of 18, and has spanned almost two decades. He currently runs a

team in Virginia Beach, VA & he’s also the CMO of Better Homes and Gardens NAGR.

His real estate team at this firm sold just under 900 units last year and is ranked #9 on the

Real Trends to 1,000 teams in America. He is also a full time Executive at Ylopo with the title of

“Head Realtor in Residence” where he trains their customers; assists with product development & platform evangelism for them as well. His passions are his faith: being an ordained minister himself; his wife; and his 3 children.

5224 INDIAN RIVER ROAD #104 VIRGINIA BEACH, VA, 23464 (757) 238-6058

BARRY@YOURFRIENDLYAGENT.NET TOONICEFORSALES.COM