EXCLUDING YOU FROM THE TRANSACTION… there is a misconception with many of our Buyers that they can "get a better deal" if they deal directly with the Salesperson who listed the property. That usually comes from an individual who does not understand how "things have changed". Here's a great response to that objection…
We Only Want to Deal with the Listing Agent
Well that's interesting Mr. Buyer… and why would you want to do that? (Because I know we can save money that way)
The way you save money is to negotiate the best deal. If you go through the Listing Agent… who is going to be looking out for you? (I know what I'm doing… I have bought lots of houses before)
I understand how you might come to that conclusion, can I explain how things have changed… how it doesn't really work that way anymore? (All right)
It used to be that the Listing Agent would represent both parties… as a matter of fact, they still can. The difference is that there is now an Agreement where the Buyer gets represented and protected by a Licensed Real Estate Salesperson. May I explain? (Go ahead)
The Buyer's Agency Agreement contracts us together so that I am looking out only for you and the Listing Agent is looking out for the Seller. That way both parties have independent representation. The main thing is…you can now be protcted too! Let's get together so I can show you exactly what I do differently to represent my Buyers. Then you can decide what's best for you. Can you come down to my office today at 4 PM or would 5:00 PM be better? (4:00 PM is fine)
The "core" of this objection handler helps the Buyer realize that they get a lot more when they are represented independently. As a side benefit to everyone (including them) this is a great way to introduce the Buyer Agency Agreement. Make it your rule to not work with any Buyers unless they sign this Agreement. NO Excuses.