Objections

Front 1

I want to think about it

Back 1

That’s fine, John. Obviously, you wouldn’t take your time thinking this over unless you were seriously interested, would you?

So, may I assume you will give it very careful consideration? Just to clarify my thinking, what phase of this opportunity is it that you want to think over?

Is it the quality of the service I’ll render? Is it something I’ve forgotten to cover? Seriously, please level with me, could it be the money?”

Front 2

Vpa 1

Back 2

When it comes to sign the contract on property, you and i both needs to convinced that this is the best price you are going to get. Without advertising the fact that your property is available to purchase.

We cannot ever be sure that you got the best price.

Front 3

Vpa 2

Back 3

Do you want me to present you a marketing plan that will make you happy or marketing plan that will get u the highest price .

The best price comes from the best buyer, and if ur idea is that u do a short database, internet campaign that steategy works best for yhe first buyer, it does not work work for the best buyer, you see the way we get the best buyer, is when we reject 95 percent of buyer to find the one that madly falls in love with your property and has to have it. And we will get tthere and we will get them to fight over it with 3 or 4 other people, and what will happen then is there is an emotional connection and competitive bidding and competition is what breaks records in the pool, and competition is whats gonna break record in your street, and thats how we are going to get u the highest price, and it is important so i am only suggesting u what i will do myself.

I can see that u are thinking u should do on yhe other side u think u shouldnt,I can gaurantee u that that car u have os worth..... Dollars has probably got car insurance attached to it, am i right, ... And i can gaurantee u that yehere is no gaurantee that u are going to be claiming yet you write out a premium each year to protect an asset worth 。。dollars .... What i am suggesting is you write a out a cheque now for marketing which is basically an isurance to protect, that u dont undersell the biggest asset that you own, because best case scenario is you are going ro be getting extra 30000 , 40000 dollars on your home,Its not a cost, its an investment in the profits

Front 4

Commission

Back 4

Lee that is really important issue , i am glad you raised it, and thats certainly something we should talk through right nowjust so i got this right, your concern that if you paid my company this rate vs another company the cheaper rate, you losing money and you havent achieve the objective which is getting as much out of the property as you can, is that what you are thinking just putting the fee aside for one brief moment, if we can agree on some terms that you are comfortable with this eveining are you happy to move forward tonight?

Front 5

Commission 2

Back 5

just putting the fee aside for one brief moment, if we can agree on some terms that you are comfortable with this eveining are you happy to moveforward tonight? And this to help me start bringing buyers inwell lets look at theother company why do you think they have offered you a cheaper rate?

thats exactly right sam , they want to win your business, and so do we..but we like to achieve that by being a better agent not the percieved cheapest deal , you see sam , we are very much aware of what the other agent charges but whats also quiet interesting is that they also know what we charge, so i supposethe question is sam , why do you think they dont chose to match our fees, the reason is, to match it they reallyhave to match it, they have to match us on level of marketing that we provide,the level of service that we provide but most importantly , my ability as a professional negotiator,now if they cant offer you all those things there only option is to offer you a cheap rate,yet your objective is to leave here with as much money as you possibly can , and that only gonna be achieved by engagingthe best possible agent you possibly can, not the cheaest deal.

Front 6

Commission 3

Back 6

sam i appreciate what you are saying , and you know one of the things i have done in being successful in real estate business , is that i have never panickedwhen its come to making important business deision.the reason you been offered such a cheap rate from the other agent is theyare actually panicking that you are not going to give them business..and tehyfeel that by offering you a cheap rate taht they may just stimulate you to listyour property with themand you may chose to do so,however my only concern for you is , if you put this type of agent with those type of negotiating skills in front of buyer who makes an okay offer but not the maximum, will they may just panick again and tell you thats all they are going to get and i can assure you that i wont panick 10 to 20000 short of that premium price that we may be able to achieve for you

Front 7

Commission 4

Back 7

i think commission is one thing but there is usually a reason why things are cheaper wouldn't you agree?yeah usually...lee have you ever had hip operated on? no.. i hope you dont ...touch would i hope you dont... would you say that's a pretty serious operation? yes...you would? ... if you were going to hypothetically ..get your hip operated on would you grab thetraders or the classifieds and scan through there on Saturday in the hope offinding the cheapest hip replacement surgeon..?no...how come?so you go to your gp..and they would say..alright lee .there you go this is a surgeon in there ..in this area go and see them .. they are the best at what they do..and you go and ssee them you sit in front of them and he say yep..your hip needs replacing..would you even ask how much it cost? lets say you didn't even had insurance or health cover..and you had to pay for it you only ask how much it cost as a reference to get it done would not you ...so you know how much money to get out of the bank...you would say to him ...oh mate would you do it forcouple of grans less...no coz you want the best to do it dont you.. ..you u don't even say to him look doc..can i come and watch you next Wednesday..i just wanted to see you perform an operation first before you actually do mine..would that be ok? ...not at all... what i shown you just before by demonstrating how i will achieve the highest price..thats actually the surgery part of real estate...that's what i will be doing when i am managing your investment through the market placeDid the other agent show you that?

coz this is the stuffthat you don't usually get to see ..but i want you to know that this is why i amthe specialist to-do the job for you because..its not every day that you sellyour home...and is it a pretty serious transaction like an operation ...leethat why i am not the cheapest in town coz i believe i can do the best job..youknow that.... 4 percent is just the industry standard.. that all it is that'sall i charge ...lee when you bought this home ..how much did you pay? howmuch was it listed for ? is it the home taht you really wanted when you bought?would you have paid..5 gran more if it meant securing the home at the timewhen you bought it.. how come you didnt ... ok... may be they were not theright specialist for the job...they just cost that previous owner 5..10 grans idont really knwo coz you didnt pay so i dont know the outcome but dont youthink its more so importnat to have the right specialist repreenting you...notlike the last owner...

Front 8

need to improve some things

Back 8

“I agree that making sure the house is up to par is important and you probably didn’t realize how little effect it will have on securing a buyer …Let’s get your home listed for sale, get some of the top brokers inside to show the house and get their feedback. The good news is you’ll find out exactly what projects you don’t have to do and the ones you need to do while were in the escrow period.It sure would be nice to not have to spend a dime to get your home sold…wouldn’t it?Great, which would be better for you, tonight at six or 7:30?”Alternative:“Great, why don’t we complete the paperwork now and while you are doing your projects, I’ll get the flyer done and paperwork processed so when you are ready, I will be ready too! We can begin showing in 2-3 weeks.”Alternative:“How much money will you spend on those? You’ll probably not make that money back on the sale. Let’s just sell it as is and save you the time and money ok?”

Front 9

I will sell myself

Back 9

I totally agree you can save the commission by selling it yourself … but do u know 99.9% of homes are listed and sold by Real Estate agents … and only .1 percent are sold by the owners and even those who sell themselves would probably have got betterresults using a professional agent...t he reason being a good professioinalagent like me spends and does way more work to learn the skills to get the bestpossible price from the market..we have ready buyers list. ...excellent 100 percent correct marketing....way more skills in presenting...and negotiating with buyers...even if u lack the skill in one area of this or not good ...there goes your thousands of dollars....so you have more on your table by hiring a good professional ....marketing genius and good negotiator working for u...That is the reason why i request you to help me help u...please think of me as a real estate doctor..You will end up spending more money as there Are so many properties in the market without the right marketing tools and strategy its imposssible sell at maximum pricethere are countless people who try to do that and end up listing with real estate agent, simple reason being as a buyer you will not go to owner either when you have access to so many agentsLet’s do the right thing and simply … sign the contract … so I can help you getwhat you want … in the time you want … won’t that be great?

Front 10

I need to byy before sell

Back 10

“I agree, finding your new home is important and the unfortunate thing is it may take as long as 3 to 5 months for your home to sell. Then it will take another month to get the closing done and by that time, any home that you would have found will likely already be sold. Does that make sense?Let’s get your home on the market right now and get to work on getting your home sold so you don’t have to wait any longer than is necessary to get moved into your new home … sound good?”Alternative:“Terrific! Have you seen a home you want to put a contract on? (No) Great let me go ahead a schedule a time with my buyer agent so they can help you find the perfect home. In the mean time I can be working on getting your home sold that way when we get a contract on your home we can put in a contract on your #1 choice-close both homes the same day and … move only once. Won’t that be great?”