Here are a series of sample responses to the most common objections you will experience:
Objections:
Objection A: I am not looking to buy or sell.
Script # 1: "Not a problem, I thank you for your time. If you have any friends or family that are thinking of buying or selling, and would like to potentially save thousands of dollars, I'm sure they would appreciate you giving them my business card."
Script # 2: "I fully understand. Would you mind taking my card as you might have a friend or relative looking to buy/sell? I can help them save a lot of money."
Script #3: "Perfect! Can I give you a card in case you have a friend or family member who is looking to sell? I'd love to be able to save them some money."
Objection B: I already know a realtor.
Script #1: "I'm not surprised. I think everyone knows at least one realtor. If you give me 15 minutes of your time, I'd love to show you what sets me apart, and how I can save you thousands of dollars."
Script #2: "I appreciate that, but when you're talking about the biggest investment in your life, wouldn't it make sense to get more than 1 opinion? I'd love the opportunity to show you what sets me apart, and how I can save you thousands of dollars."
Script #3: "Perfect! What I offer is different than what any other realtor can offer. When can we meet up so I can show you how I can help you?"
Objection C: I won't hire a realtor because I don't want to pay commissions, and I think I can sell it myself.
Script #1: "I know how you feel. A lot of people try and sell their homes themselves due to the high costs but would you be willing to pay a reasonable fee for great services?"
Script #2: "I fully understand! That's why 2% Realty is so successful. We know that people don't want to pay the high costs associated with hiring realtors. What you may not know is how much cheaper 2% Realty is. We still offer full service, full MLS, but we're able to do it while saving you thousands of dollars."
Script #3: "I understand! One thing you may want to keep in consideration though is the high liability that is associated with buying and selling real estate. Only a professional realtor has the knowledge and training to ensure that not only are you avoiding any potential risks, but has the skill set to ensure you are getting a fair price with your transaction. Did you know that 2% Realty can offer you full service, but save you thousands of dollars in commissions?"
Script #4: "Most people who list FSBO miss out on the majority of the buyers as they are not getting exposure through MLS.ca, brokerage sites and much more. This can result in your home not selling or not getting multiple offers. The less competition you have going on your home also lowers your chance of getting maximum value for your home. Also, most people who list for sale by owner still end up having a realtor sell their home. Often before a realtor will bring their buyer in to show your home, they'll ask you if you'll pay their buyer's agent commission which will normally have you paying 3.5% on the first 100,000 and 1.5% on the balance. This usually works out very close to 2% which is what we charge to give you maximum exposure on your property and all the services you'd expect from a full service brokerage. (This is a great time to show off 2% Realty stats). In addition, lots of people won't feel comfortable buying a FSBO for many reasons; realtors offer expert advice, insurance, and much more."
Objection D: I have heard that other realtors won't show my property if I'm listed with 2% Realty.
Script #1: "We do hear that too, but fortunately it's not true. Statistically over 97% of our listings are sold by co-operating realtors."
Script #2: "Fortunately that's not the case. We have worked hard to build great working relationships with the other realtors and they do show our properties. Statistically over 97% of our listings are sold by co-operating realtors."
Script #3: "I'm glad you brought that up. In the past it would have been easy for other realtors to avoid showing our properties. Before everything was online, clients used to give their agents their criteria. The realtors would go to their office and look through binders of listings to pick out what they wanted to show their clients. Nowadays, most realtors have their clients set up on automatic emails which send all listings that match their criteria, including ours, directly to their clients and it is the clients telling their realtors which listings they want to see." (Now, you should show them in our listing presentation how, on average, our listings are moving faster than the other realtor listings)
Objection E: I think the market is really low and I don't think I can get enough for my property right now.
Script #1: "The market might be low but great properties always get top dollar. Why don't we do a Comparative Market Analysis, see what its current value is, and see how to maximize the value of your home?"
Script #2: "The one good thing about selling in a low market is you're also buying in a low market. Let's see what the value of your home is currently, and see what we have to do to get top dollar for it."
Script #3: "The one good thing about selling in a low market is you're also buying in a low market. Have you done any research yet to see what the value of what you'd like to buy would be?"
Script #4: "That could be possible. When can we set up a time for me to show you a comparative market analysis and determine what your property could sell for?"
Objection F: Do you have enough experience to sell my property?
Script #1: "Absolutely. 2% realty makes sure we are well prepared to handle the sale of any property. They have put me through an extensive training system to ensure that I am ready and fully capable. If there is a question I don't know the answer to, I have access to many resources and other experienced agents to draw from."
Script #2: "Part of my training with 2% Realty is to shadow experienced realtors to ensure I have the skillset to provide the services that you need. I have been extremely well trained, and have access to many other realtors and managers that can assist me in any situation. I definitely have the experience you need."
Script #3: "One of the nice things about working with 2% Realty is that we work in a team environment. I have excellent training and am experienced enough to sell your property. That being said, if something comes up that I'm not sure about, I have several other top realtors available to help."
Objection G: Why would I use you over a big name agent?
Use the listing presentation to show how we get their listing out to most of the other realtors' clients and much more. Give them all the services that they'd get from any other full service brokerage. Save them commission and also show them our stats so they can see on average we are selling our listings faster and for a higher percentage of asking price.
FACE TO FACE
Every day as a realtor, you'll find yourself meeting new people and telling them what you do for a living. This is your opportunity to advertise yourself as a real estate agent with 2% Realty and the unique services you can provide to them. Create a unique 30-second "elevator speech" for these encounters. This is a clear, brief commercial of what you do that will entice them into a further conversation; a great opportunity for you to turn them into a new prospect or to send you referrals from their warm market.