We dive in to four strategies for overcoming common real estate sales objections. We will cover key techniques to address seller motivations, help you overcome obstacles, and close more deals successfully.

Spousal Approval Delays

A distressed homeowner’s daughter initially intended to purchase the property but couldn’t secure financing. Although you established rapport, the homeowner insisted on consulting her husband before accepting an offer.

You want to use the “higher authority” technique here to maintain control of the conversation by positioning yourself as an advocate for the seller. Express your willingness to fight for them, but only once they clearly communicate the number they would accept. This strategy minimizes the risk of the husband shopping for higher offers while maintaining trust.

Attorney Review Requests

A seller is requesting an attorney review the contract before signing. You’ve identified potential causes, such as a lack of trust or sellers feeling overwhelmed. You may want to consider building rapport and motivation, aiming for longer, more meaningful conversations.

To further disarm objections, we suggest the following response: “Perfect! I’m glad you have an attorney you trust. It might save you money if I speak with your attorney directly, avoiding back-and-forth miscommunications.” Always assume an attorney is there to throw a monkey wrench into the process to justify their fees. Direct contact helps to minimize obstacles.

Scheduling Appointments Quickly

You are struggling with delays in setting in-person appointments. Sellers often preferred scheduling days later, giving other investors the opportunity to close this deal before you.

Introduce the concept of “selling appointments” rather than simply setting them. This involves emphasizing urgency and value during the call: Frame the call as an opportunity for the seller to achieve their goals quickly. Highlight the benefits of meeting sooner rather than later, such as faster solutions to their problems.

Market Value Expectations

We have all had conversations where sellers demand market value, even when properties require substantial repairs. Depending on other factors, offering additional options such as converting such leads into listings or creative financing opportunities without losing credibility may be the best way forward.

You need to acknowledge the seller’s perspective while educating them about realistic options.

Overall, the key is to come across with genuine empathy and care regarding their current circumstances and reasons for selling.

In your conversations, you want to:

• Position yourself as both a buyer and a resource. Discuss alternative solutions like creative financing, emphasizing how they meet the seller’s needs while remaining transparent about repair costs. This helps to to build trust and rapport.

• Listen! Summarize and mirror the seller’s concerns to ensure they feel understood. You may have longer conversations discussing the seller’s motivations and challenges which helps to establish your credibility.

• Be transparent. Address objections openly, positioning yourself as a trusted partner rather than an adversary.

Remember, objections are opportunities to understand sellers better and create tailored solutions.