Top 10 Listing Presentation Objections + What to Say

Hey guys welcome back to my channel in this video I'm gonna give you the top 10 listing presentation objections and exactly how to respond I made a list of the top 10 the first one on my list is I want to think about it give me a day and we want to sleep on it call me tomorrow what's interesting about this objection is that I want we want to think about it it's not the real objection the real objection is what is it that they want to think about so the first thing you're gonna do here though is you're going to acknowledge the objection so you're gonna say Mr. Seller I completely understand obviously the agent that you list your property with is a very important

Decision your home is one of your biggest assets and you want to make sure that you put it in the hands of the best agent possible now Mr. Seller I'm just curious because we covered a lot of information during the presentation today what exactly do you need to think about just ask it like that first because they may just say wow it's the price or you know another agent said they can get me a higher price or another agents that they could do it for a lower commission they may just tell you what the which that would be the real objection you have to handle right if they say no you know I don't know we just wanna you know talk about it and make sure or whatever you know they

Don't really give you the objection then you could say something like this and Mr. Seller the reason I ask is from all of my experience there are usually three main factors in this decision that you're gonna make in the agent that you're gonna list with the first decision is your actual motivation to sell this property and based on everything that we talked about Mr. Seller it sounds like you're definitely are moving you've made the decision you are definitely gonna sell this home right so motivation is the first one you're just confirming the second part of this very important decision Mr sellers the agent that you're gonna hire and based on all of the information that

You and I talked about today do you feel confident that I can get the job done for you now time out for a second when you say that the answer better be yes now if you haven't done a great presentation they may have some reservations about it they may be thinking I don't know if you're the right person then something is lacking in your presentation you're going to have to deal with that and the third part of the decision is the price Mr. Seller that we put on your home and we looked at the market analysis together and we we talked about the current market conditions it sounds like we're on the same page in terms of what we need to price the home at so we can

Get it sold for the most money possible in the least amount of time would that be correct so bottom line is motivation the agent and price let me go back to the agent for a minute when you ask that part of the question if they talk to a discount agent that they may bring that up remember people are not necessarily looking for the cheapest agent the lowest Commission what they're looking for is the agent that makes them feel confident they can sell the home for the most money in the least amount of time with the least amount of hassle now if they are talking to an agent that charges half of the commission that you charge and in their opinion the two of you are

Equal think about it of course they're gonna go with the lower Commission Now if they see the value or the reason to list with you then they will so it's really not the commission it's their belief about what you can do and how you're gonna represent them and how you're gonna get the job done so bottom line is I want to think it over is not the real objection you have to dig find out what the objection is and then handle it the second one that I wrote down is no we don't want to sign right now because we're interviewing other agents that's actually common with expired listings for sale by owners they want to talk to several agents not all of them

But it's it could be a common objection because they're getting a lot of calls from Agents so they want to make sure especially expired listings because they've already not sold once and now they want to make sure so how do you handle this so you would say something like this by the way there are ways to avoid these objections I have another video on on listing presentation objections and I talk about how to avoid them I'm not gonna do that here here I'm just giving you the answer okay and what to say when you get these objections so I'm gonna interview other agents the first thing you always do is you acknowledge and you repeat and approve the objection so

You'd say and Mr. Seller I hear what you're saying now I'm just curious uh do you already have those appointments set up with other agents and they may say yes no you're just wanting to know what's going on here and then you say it and you know Mr. Seller I I understand and I respect the fact that you're thinking it might be a good idea to actually speak with a few agents because bottom line in the end it's not so much about speaking with several agents it's about finding that one agent that you feel confident can get your home sold quickly in the least amount of time or quickly in the least amount of time can sell your home for the most money

Possible in the least amount of time and with the least amount of hassle those three things I mean ultimately that's what you're looking for in the agent that you'll hire right that is what they're looking for okay so you ask it like that and they're gonna say well yes so Mr. Seller based on everything that we discussed today do you feel confident that I can actually get that done for you and I trust and you could be naughty yes and I trust that they'll say yes you know I feel confident and then you grab your pen and the listing agreement that's in front of you and you say Mr. Seller it sounds like your decision has already been made let's just get the

Paperwork signed so I can go to work and get this property sold for you sign right here you know ask them to sign now look this is how you handle the objection when you say based on everything that I shared with you today do you feel confident that I can get the job done sell it quickly for the most money possible with the least amount of hassle if the answer is no the problem is something was lacking in your presentation that's causing them hesitation and hopefully when you say this if they have some well you know I don't know you know can can you do this do you do that can you cut the commission another you know something else might come up that wasn't

Fully satisfactory to them when you were doing the presentation and then you have to deal with that then last the the next one the third one that I wrote down is I want to list it at a higher price I just want to list it at a higher price which is a pricing objection yeah by the time you ask them to sign the contract you've already shared with them what you do to sell the house you already went through the market analysis you talked about the market conditions supply and demand the inventory what they need to know to help them understand the price but if they still say they want to list it at a higher price you would say something like this Mr. Seller

I I can understand why you would wanna start at a higher price and may I share with you Mr. Seller why pricing it higher would not be in your best interest so there's some repeating and approving and now this is a question to get their attention I mean well what do you mean well see Mr. Seller historically and as a professional real estate agent I'm studying home sales and prices every single day and historically we know Mr. Seller that your property is going to have the most activity within the first two weeks after us listing this property and what happens is if we price it higher during this critical period right in the beginning we may not get an offer and

The longer certainly we could lower the price two or three weeks or a month from now the problem Mr. Seller is that the longer your home sits on the market the bigger the gap between the list price and the sales price in essence Mr. Seller the homes that sell closest to the asking price sell within the first two weeks of the listing because the longer your home sits on the market Mr. Seller buyers naturally start to wonder hmm I wonder if there's something wrong with this property why has it been for sale for 30 60 90 days and nobody's bought it and so all of a sudden Mr. Seller buyers may start to wonder if there's something wrong with your beautiful home and there's absolutely

Nothing wrong but they may wonder how come nobody has bought this property and Mr. Seller obviously you want to sell your home for the most money possible if we price it correctly from the beginning or we even slightly under price your property you're gonna get a lot more initial activity you may even get multiple offers because when homes are it's a supply and demand conversation right your home being priced slightly under Market it's going to create a lot of demand because buyers are going to see it they've been comparing it to other homes maybe they've looked at other properties and they're going to say wow this sounds like a great deal so you get a lot of

Activity now I can't promise you multiple offers but the more activity we can generate right in the beginning the higher the price you'll be able to sell it for and if we're lucky enough to get a couple of multiple offers we may even be able to sell it above asking price and this could happen in any Market Mr. Seller not just in a seller's market the more demand we create for your property the more activity the more offers we can get and the higher the price will be able to sell it for so Mr. Seller based on everything that I've shown you before with the market analysis the market conditions and understanding this let's go ahead and price it at whatever

Is the right price to sell it quickly so we can get your home sold quickly and for the most money possible I just need your signature right here hand them the pen pass them to sign okay all right the next one I wrote down is can you cut your commission commission is about value if but sometimes they may see the value already you know they they may talk have talked to another agent that start charges the lower commission but they know that you're worth the commission you charge but some people they just you know figure like why not ask right sometimes it's just like that I remember being on listing appointments and the seller saying hey can you cut your commission

And I say no my commission is blank and like okay where do I sign they figured just ask so when you hear this objection don't freak out the first thing you're gonna do is exactly that you're just gonna say my commission is State your commission and we just need your signature right here so I can go to work for you that's the first thing you do okay you don't start like actually handling the objection or saying anything because they may just pick up the pen and sign now if they don't sign and they say well you know another agent said they could do it for less and this and that you're going to ask a question to get their attention so you're gonna say something like this and

Mr. Seller can I share with you why listing with a discount agent can actually end up costing you money they're like well what do you mean how is it gonna cost me money and then you're gonna respond like this see Mr. Seller the agent that you're hiring will be negotiating on your behalf the agent you hire is going to be the one speaking with all of the agents who are representing buyers and potentially to even buyers directly Mr. Seller and that agent is the one that's going to defend the price and negotiate the highest possible price in the sale of your home now Mr. Seller think about this if these agents don't even have the courage to defend their own commission

How strong can they possibly be defending you and the price that we set on your home Mr. Seller let's get this done right I just need your signature right here so we can get your home sold quickly for the most money possible with the least amount of hassle ultimately that's what you're looking to do right and ask them to sign the next one what do you do differently from other agents now I put this one here but my my thought is that by the time you ask them to sign the contract you've already told them what you do differently which is you're an active and aggressive agent you're looking for buyers every day but if they still ask you that's what you're gonna say obviously

If they're asking is because they were not really convinced with whatever you said before so the answer is Mr. Seller that is a great question it's a very important question because ultimately there's so many agents out there and you want to make sure that you're hiring the one that's actually gonna get the job done and Mr. Seller 99.9 of the agents they take your listing they put it in the multiplication service they put it on hundreds of websites they may do some open houses and all these are passive marketing approaches Mr. Seller I am an active and aggressive agent you and I both know there is a buyer for your house out there and my job is to go find

Them that's what you would expect an agent to do for you isn't it and then if you say well how are you going to do that Mr. Seller Monday through Friday from 8 A.M until noon I am what I call prospecting which is I'm looking for buyers for my listings I'm looking for more Sellers and it was by making these calls that I found you if you're talking to an expired whatever right your business came from a prospecting call this is what I do I talked to 40 to 50 people a day about buying and selling real estate in fact Mr. Seller you're welcome to come into my office any Monday through Friday between 8 a.m and noon and you're gonna see how I work you're gonna see me making calls and

Looking for buyers for my listings and looking for more Sellers as well so Mr. Seller let's do the right thing and just get the paperwork signed so I can go to work and sell this property for you and when you say that you're always handing them the pen and giving them the contract to sign next one you know I'm thinking of listing with the neighborhood specialist you're gonna acknowledge it again Mr. Seller I I can understand from your perspective you're thinking well if if this agent is a neighborhood specialist maybe they they have more buyers for homes in this area and than my benefit you and can I share with you Mr. Seller why listing with a neighborhood

Specialist can actually be one of the worst decisions you can make see Mr. Seller because a neighborhood specialist when you think about it there you from your perspective they're going to be attracting buyers for this neighborhood now Mr. Seller reason with me here if you've made a decision because these neighborhood Specialists are likely to be working with buyers that have made a decision to already buy in your neighborhood now if you've made a decision that you're gonna buy a home in this neighborhood would you only want to see the listings that are listed with this neighborhood Specialist or would you want to see all of the homes that are available for sale

No matter who the listing agent is and they're gonna say the obvious yeah no I would want to see all of the homes that are in my price range you're in the absolutely exactly Mr. Seller see now the advantage of working with an agent like myself because I don't specialize in your neighborhood I specialize in selling homes and finding buyers for the properties that I list so the advantage in working with me Mr. Seller is I work our entire area so I'm working with buyers that may be looking for homes 30 minutes from your property and they don't even know your neighborhood exists so they call me on another listing that I have 30 minutes away and if that property doesn't fit their

Criteria I can say oh I have the perfect home for you in a beautiful area and I can bring a buyer that's looking 30 minutes away and they could end up buying your home and vice versa this is called cross selling so just working with a neighborhood specialist a seller doesn't give you access to all of these buyers which I will be able to give you access to and the more demand Mr. Seller that we create for your property the faster we sell it and the more money we sell it for and ultimately that is what you're looking to do isn't it let's get this done right I just need your signature right here so I can go to work for you okay next one another agent said

That they can actually sell it for more money another agent and you know Mr. Seller I hear that very often from a lot of the sellers that hire me and can I share with you why Mr. Seller some agents would actually tell you they can sell it for a higher price and knowing fully aware that that's not gonna happen see Mr. Seller one of the best sources of buyer leads for real estate agents are actually listings having your listing no matter what the price is is going to attract buyers to these agents and Mr. Seller they may know your property is not going to sell but they're using your listing as a bait to attract buyers and then sell those buyers other properties now

Mr. Seller the last thing you want to do is waste your time helping other agents sell imagine attract buyers and go sell them other properties because see Mr. Seller when it comes to the price you and I looked at all of the information the market analysis the recent sales the other properties that are available for sale we looked at the market conditions Mr. Seller I can assure you if there's any possibility to get your home sold for X you know whatever price this agent told me I am the best agent to get the the property sold for you if I can't sell it for X price crazy price the other agent is saying no one can Mr. Seller this is not a and unfortunately

I'd love to be able to sell your property for a hundred thousand dollars more unfortunately neither myself nor you actually get to choose the price the price is based on the market conditions and what buyers are willing to pay and Mr. Seller I can assure you that you're hiring the best possible negotiator to get your home sold for the most money possible in the least amount of time so let's do the right thing Mr. Seller and get the paperwork signed so we can get this property sold for you there's some other little dialogues here and there but in a nutshell this is how you handle their objections uh that objection the agents are actually using the property oh yeah I just remember as

I was saying this to you you could say this in the beginning and Mr. Seller I understand why you would want to consider listing with an agent that's giving you a higher price and these agents know that the higher the price they tell you the more you like them and I I don't blame you for that because obviously you want to sell your home for the most money possible and can I share with you Mr. Seller how listing the property at a higher price can end up working against you so this is back from the beginning okay I just had forgotten that line and I wanted to give it to you okay the next one number eight I'm going to make some repairs before listing the house this

One drives me crazy or paint or do whatever right so you say like this Mr. Seller I completely understand obviously you want the home to to look as good as possible and first impressions are important let me ask you this Mr. Seller if a buyer walked into your home today and they wanted to buy it and they made you an offer that is acceptable to you would you sell it to them and there the answer is going to be yes so if they walked in today today meaning before they paint and do the repairs before any of that okay they just walk in with the house as is and they make you an offer at a price that is acceptable to you would you sell it to them they're going to say sure I'd

Sell it to them and then you say like this you say so Mr. Seller let's do this let's go ahead and get your home on the market and you start doing the repairs or the paint immediately because by putting the home on the market now we're opening it up to the buyers that are looking at properties in your area right now because the really serious buyers Mr. Seller the ones that are ready willing and able they may not be looking a month from now they're probably under contract already so there's really no benefit for you in waiting for the repairs to put it for sale let's just get it out there bring all of the buyers in immediately and if we find a buyer right now and you're

Happy with the offer they make we can just get it sold sounds good let's go ahead and get the paperwork signed you already know that I've been doing that every time because I'm gonna say this right now I got two more to share with you is after you handle every objection close ask for the signature don't just sit there and like like the cow watching the train waiting for them to give you another objection don't do that ask them to sign number nine have you sold homes in my area obviously if you have great you say yes I've sold homes in your area I sold one house in your area it if you have not okay or if you sold one or whatever this is similar to the

Neighborhood specialist the objection they may be giving it to you a little bit differently but really what they're asking is you know do you know my area can you sell houses around here so go back and Rewind to the neighborhood specialist because you're gonna handle it the same way be in the beginning immediately when they say you say Mr. Seller that's a great question and I would imagine that this is repeating and approving you're asking me that question because it's important to you to hire an agent that knows the area knows what they're doing and will be able to get your property sold right and they're gonna say yeah that's right and then you

Could share with them how Mr. Seller I can assure you I don't specialize in your area I haven't sold the home in your area and I am confident that I'm the best agent to get your property so because here's how I work and then you could talk about the cross selling and bringing buyers from other properties okay that that part now the last one how long have you been in real estate let me say this if they ask you this question something you've said or done is causing them to question whether your experience or amount of experience is like good enough for them you know they're hesitant they're they're asking you this question because they're they're feeling uneasy okay and

Take responsibility for the fact that they're feeling uneasy because it's it's who you're being what you're saying is causing them to hesitate I mean that's the truth and so the better your presentation is the less they're gonna question you even if this is the first time you go on a listing appointment I remember did I ever get the subjection was when I was brand new to real estate sure but I most of the appointments I went on they didn't question that not because that was amazing great because I had no idea what I was doing but it was good enough that they wouldn't even ask me okay so please work on your presentation and how you're showing up and what you're saying

To avoid the subjection but the truth is if you've been in real estate for a long time great then say I've been in real estate for five years ten years whatever but if you have not if you are a fairly new real estate you're going to tell them the truth Mr. Seller I've been in real estate for about a month I'm a new licensee or six months or you're whatever and Mr. Seller I wanna assure you that I am the best agent to get this property sold I may be new to real estate but I am hungry I I am a hard worker and I'm gonna work every single day until I find the buyer for your property and the fact that I'm fairly new to real estate and I don't have 10

20 listings it means to you Mr. Seller that I'm gonna put all of my focus my time and energy into finding the buyer for your property and I want to put your mind at ease that the fact that I'm new to real estate doesn't mean that I don't have all of the knowledge necessary available to me I may not have it all in my head right now but I have all of the resources to get all of the answers to get this home sold for you for the most amount of money in the least amount of time with the least amount of Hassle and Mr. Seller I promise you you're gonna be really really happy that we're working together let's get the paperwork signed so I can go to work for

You that's it that's the top 10 and how to respond to them I trust this video will be really helpful for you if you have questions put it on the comments below let me know your thoughts on the video make sure you're subscribed to the channel click the Bell next to the Subscribe button so you're notified when we upload new videos thanks for watching I will see you soon