A collection of advice from SetSchedule clients
Inevitably, to convert online leads into transactions, you will need to be very adept at overcoming objections. Some objections are very common, so you can easily develop this skill by learning scripts that direct the conversation down a more productive path. Typically the initial “No” from a prospect is actually more of a “Yeah, but…”. Here are some examples of common objections and ideas on how to handle them:
Objection #1: How did you get my number?
For this type of objection, I would focus on an answer that will continue the conversation forward. I would recommend answering the question and adding a value statement. Something like, I have a tool that helps identify possible home buyers and sellers within my area of expertise, so I wanted to offer you a professional valuation of any home of your choosing, complimentary of course...do you have a home in mind for that?
Objection #2: I did not sign up for anything indicating I was buying or selling real estate!
This type of objection is common, and you can find it in a number of industries from real estate to retail, these are potential clients that want to make it clear that they are “Just looking”. In this case, I would answer the question and assure the lead that they are under no obligation to buy or sell anything. The goal here is to try to break down the guard wall and start to build a relationship by giving them something of value. Giving them information on the market, their home, or neighborhood can be a benefit that helps them make a more informed decision. I may say something like, “I work with a marketing platform that uses predictive analytics to find buyers and sellers in need of a real estate resource, I would love to be a resource for you. Are you familiar with the current market in your neighborhood?”
Objection #3: I am not interested anymore…
Sometimes this happens, and for a reason beyond you, the lead has moved on. They may have already found a place, found an agent, lost their job, or had their question answered. Whatever the reason, it makes sense to find out why, and potentially to keep on their radar. If you can’t be a help to them now, it doesn’t mean that you won’t be able to help them in the future. Always try to keep the dialogue open, and if all else fails, request the opportunity to continue to keep in touch and send periodic updates.
Objection #4: I was just browsing around…
With this type of objection, you may be able to help your lead by digging a little deeper. I for one, shop open houses for fun, and in general in neighborhoods and homes that are a bit out of my price range. So my “just browsing”, is my “wish” or “dream home”. Many online leads are browsing because they wish to be there. If this is the case, find out what was it about the home that drew them to learn more? If price were not an issue where would you live and why? With all of that information under your belt, you may actually be able to turn just browsing into really considering, and considering in their pricepoint.
It is also common to receive a combination of some of the main objections we have above. You can utilize those responses in combination or create something new. Objection handling is a skill that even the most experienced continue to fine-tune. It often helps to create scripts and playout potential scenarios to practice. In general focusing on what you can offer them is a good rule of thumb to help move a conversation to a natural progression. Make sure at the end of the call you have made it clear that your focus is the client’s best interest and that you are willing and ready to earn their future business.
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