Turn Objections into Opportunities
Client objections are an opportunity to showcase expertise, add value and close deals. Agents should know the industry and market to build trust.
NEW YORK — Successful real estate agents can turn objections into opportunities. Objections can arise about home prices, competition or market timing.
When sellers object to listing their home during a certain season, agents can ask why or what they hope to accomplish by waiting. Often, the seller is concerned about slower seasons, but agents can create marketing strategies that promote homes as an off-market exclusive.
Waiting does little to change market forces or interest rates, and agents can ask questions that reveal hidden fears. They can help sellers increase their own confidence by demonstrating empathy and patience.
Agents who know the industry, market and neighborhoods can offer sellers and buyers information that dispels the objections they may have about marketing their property or other aspects of the process.
Sellers and buyers appreciate transparency and honesty, and agents can differentiate themselves by prioritizing client goals and values. Agents can practice their approach to client objections by role-playing with other agents, trusted colleagues and strategic partners in a low-pressure setting.
Holding monthly sessions can help not only individual agents but also their teams tackle potential objects together and transform them into selling opportunities.
Source: Inman (12/10/24) Schlekeway, Nick
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