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Great FSBO Objection Handler

September 29, 2011 by Gloria Keith

 

SELLING YOUR CAR?…every For Sale by Owner/ FSBO figures they can do it better than you can. It is their house and they really do have the right to do whatever they want with it. The fact is though that 98% of the time they will get better results by hiring a professionally trained Real Estate Salesperson. Knowing this, it is really your job to help them understand why you are in a position to provide better results. Here is a great little objection handler that communicates that message:

FSBO:   "I'm going to sell it myself, we seem to be doing pretty well on our own…"

Salesperson:   I understand Mr./Mrs. Seller and given enough time you probably can sell your home yourself. May I ask you a rather different question? (Okay) Thank you.

Mr./Mrs. Seller… if you were going to sell a major item… say like your car… would you put it in front of your house with a For Sale sign on it or would you be better off doing the same thing on a busy corner where everyone would see it? (I see where you're going…and I suppose it would be better on busy corner) Exactly.

You see, here's the thing… when you are trying to sell it yourself, very few people are being exposed to your home. When you… hire me… it's like moving the car from the front of your house to the busiest corner in town! Everyone's going to know about it! Now that's all well and good but can I tell you what the REAL advantage of doing that is? (Go-ahead) Perfect.

The best part is you're going to make more money that way! By having me use my Advanced Marketing Techniques we are going to expose your home to virtually everyone who's looking to buy. So here's the question… if everyone knows about the availability of your property… how do you think that's going to affect the amount of money it attracts…Will we get more or less money? (I suppose it's going to generate better offers) You are right.

That's exactly why we should look at the Advanced Marketing approaches I take… so you can get the highest price available! Do you want to sit down with me today for 15 minutes at 4 PM or would tomorrow at 3 PM be better? (Let's do it today!) Great!

Before I do that, in order for me to be properly prepared for our meeting, there's a couple of more questions I should ask you… have you got an extra minute? (Yes)

Proceed with the… "Prequalifying the Seller Script". See "Scripts and Forms", www.brucekeithresults.com

Filed Under: Blog, Sales Training

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