Most real estate agents want more listings, but they don't do the work to actually get them. Now, I don't think they don't do the work because they're lazy. I believe they're just avoiding rejection, avoiding getting yelled at, avoiding getting hung up on. And there is one particular skill that I'm going to share with you on this video today that is going to solve that issue for you permanently. And it's the skill of knowing how to handle objections over the phone. This is a critical skill. I want you to stop and think about it. How would you feel if you knew that you could call anyone toughest prospects out there, a brand new expired listing or a for sale by owner and you had the confidence that you could handle any objection they gave you, game over, right?

You'd be you'd be dialing every single day and setting appointments. So, here you go. There's a process to it. Four easy steps. It is easy. It's really not that complicated. So, let's get started with this immediately. Grab a pen and paper so you can write some things down. [snorts] Step number one is listening intently. So, what I mean by this is when you're on the phone, let's say you're speaking with a for sale by owner. I love for sale by owners. Why? Cuz all of them want to sell their house and they don't have a real estate agent yet. So, you're speaking with a for sale by owner and they're giving you objections. Sometimes you call for sale by owner, you use my script, opening line, and they give you four objections on one breath.

They say, "Oh, no. I don't need an agent. I don't really want to pay a commission. I know I can sell it myself. I sold properties on my own before." Besides, my cousin is a real estate agent. So, if I decide to, I'm going to list with them. This is it. It's like literally four or five objections all at once. When you hear objections, I gave you this as an example. It doesn't matter what the objections are or who they're coming from. The only thing I want you to do in that moment is be 100% focused and listening intently to every single word they say. I do not want you to freak out, which is the tendency of most agents, especially in the beginning when they start prospecting.

It's natural. I used to freak out, too. It's like, "Oh my gosh, what are they going to say now?" and I'm afraid of hearing an objection and here comes the objection. I am I I used to be actually in my head thinking about what to say. I want you to use all of your power not to do that. Just listen intently. And this is very important because it's required for you to be able to do step number two correctly. And step number two in handling objections is repeating the objection they gave you. I'll give you an example in a minute. So you repeat it. You validate the objection and so you're acknowledging it. and this repeating sometimes it could be word for word what they said and it could also be paraphrasing what they said.

So in the FSBO example that I gave you, you could actually repeat it all at once or you could do it in parts. So in this example, I would say Mr. Seller, I would use their name. I hear you. I completely understand you. you you sold properties on your own before and obviously you can do it again. You have the experience and of course you could do it again. And besides you don't want to have to pay a commission if you don't have to and in the end if for some reason you decide to use an agent, you have a cousin that sells real estate. So, I I completely understand ev everything you said and I understand where you're coming from.

That's step number two. I was going to keep going here, but I want to explain to you what step number three is before I do it. But this is it. In that example, I am really what I'm doing here with step number two and I believe it's the most important step. Okay, more important than three and four and one even. I mean, you can't do step number two without doing step number one, the listening intently. Why is step number two so important? Because people are not going to listen to you until they feel like you've listened to them and you understand them. Because step number three, you're going to say something to get them engaged and want to give you the appointment, meet with you, but it's totally useless if they're not going to listen to you.

And this is not just uh true when you're prospecting and handling objections. This is true in communications with everyone. You know, you can think about it. It's probably happening every day. It happens to me even at this point every day with different people. I am speaking with someone and I'm saying stuff and they're thinking, "Well, you didn't hear what I said." Sometimes they say it straight up. You didn't hear what I said. Or they keep repeating the same thing because they don't feel like I understand them. So, it's like talking to a wall. Sellers do that all the time. Have you ever made a call or been on an appointment, they give you an objection and then I don't know a few minutes later they give you the same objection again sometimes three or four times.

Why is it? Because they don't feel like you you heard it. You didn't get it. You didn't understand me. So, I'm going to keep repeating it until you do. When you repeat, approve, validate, and acknowledge enough for them to feel heard and understood, that's the end of their objection right there. Now, here's point number three. Ask a question to create some doubt for them. Spark curiosity. And there are a lot of examples of these questions. As a matter of fact, in the description of this video, you can download my script book for free, and you'll be able to see all of the examples of this question to get their attention in the expired closes and FSBO closes and the objection handlers that you're going to get on my on my script book.

Okay. So these questions to get their attention are hypothetical questions that make it very difficult for somebody to say no to. I'm going to give you one example that applies beautifully and perfectly to for sale by owners. So after all the repeat approval, I completely understand. Yes, it follow. And you could even end the repeat and approval by saying, "If I was in your situation, I'd be doing this. I'd be doing the same thing." Now, step three. [snorts] And Mr. seller, let me ask you if I can show you a way where by working with me, you would actually be able to net more money than if you were to sell it yourself, especially in today's market.

Is that something that you might consider? [snorts] It's in my FSBO script. this actual question. Now let me dissect this for you and so you can understand the logic and how beautiful this is. Hypothetical if blank would you blank? If I can show you a way whereby working with me you would net more money than if you sold it yourself. I'm not saying then then more money than uh you're asking. It's not what I'm saying. So, we're not going to go into that those details right now. You need to use the script as it is written. And by the way, in my script book, you're also going to find information on how to show them how you can add more money.

Okay? We're not going there right now. I'm helping you learn how to handle objections. So when you say that way, so if you can net more money than if you sell it yourself, is that something that you might consider? So basically, it's an if this happens, would you consider? They're not really committing to anything because if this doesn't happen, then no, they would not consider. It's it's based on your ability to show them how you would be able to benefit them financially. It's a logical reason uh a question and only a very illogical person would say no too. And sometimes they say no to that because they don't feel like you heard their objection. You didn't understand their objection.

This is why step number two is so important because if they're saying no to you when you ask these logical questions, there are many different ones in my script book. This is not the only one. I'm giving it to you as an example. If they're saying no to these hypothetical questions that are 100% logical, it's cuz they feel like you didn't hear them. So that's on you working on being getting better and better at step number two. So now here's step number four. If they let's say as an example they say well uh wow I don't I don't know how you could do that cuz you know I don't understand you're you're talking about what I'm working with you.

I have to pay you a commission. I don't see how I'm going to be able to net more money. That's fair. Let's say they say that step number four before I even it's the close but before I close I'm going to acknowledge again what they said and Mr. Seller I hear you. I I would imagine from your perspective you're you're thinking how is this going to work? I mean the math is not adding up. How am I going to work with you and pay you and and still net more money than if I sell it myself? I don't understand how that is possible. So, I I I understand what you're saying. And that's exactly why here's the close.

I'd like to meet with you for just 20 minutes and I'll show you exactly how I can do that for you. Would you be available around 3:00 today or would four be better? Now, I don't know. You might have a bunch of questions in your mind. Oh, what do you mean 20 minutes? Oh, I don't know how to show them the benefit. Not only you have scripts in my script book, but there are also a lot of videos on my channel on how to make this visible presentation, including entire role plays. So, the material is there. I can tell you that whether it's a FSBO or an expired or a neighborhood call or a past client or anyone that you hear an objection from, if you follow these steps without questioning it cuz I know the tendency, well, but I don't want to and and you have a bunch of No, just follow it.

You're going to be able to overcome objections and set appointments. It works. It works for me. It worked for me in the past. It works for me recently. I made live calls to FSBOs and expireds not very long ago. It works. It works for hundreds of my clients, thousands of agents that I have coached. So rather than questioning the process, how about trusting it, getting out there, putting it into practice, start setting appointments immediately, cuz I would love to hear your success in the comments in this video saying, "Wow, I did it, Jackie, and it worked. They said yes, I got myself an appointment." That is what this is all about. And I appreciate you taking the time to watch this video.

It can make you a lot of money when you actually use it. So get out there and make it happen. I will see you on the next video.