Episode #36 - Answering Objections Part #1

If You List You Last Podcast

Introduction

• Bob Mangold shares his favorite way to handle objections: live interactions
• Emphasis on the importance of scripting and practice

Purpose

• Record a podcast series based on live Q&A sessions
• Provide real-time answers to common objections in real estate

Participation

• Audience participation via Zoom
• Participants must consent to being recorded

Key Topics Covered

1. Importance of a Solid Presentation

• Addressing objections before they arise
• Tailoring presentations to cover crucial points: highest price, quick sale, minimal hassles

2. Handling the "Not Ready to Sign" Objection

• Asking what concerns remain
• Importance of follow-up with useful resources like books or information pieces

3. Commission Objections

• Addressing commission concerns upfront
• Using terms like "compensation" or "fee" instead of "commission"

4. Effective Follow-up Strategies

• Sending additional helpful information after the initial meeting
• Maintaining communication to stay top of mind

5. For Sale By Owner (FSBO) Approach

• Using text messaging for initial contact
• Creating pattern interrupts to engage FSBOs effectively

6. Presenting Value to Clients

• Explaining how professional processes can net sellers more money
• Discussing how to create competition among buyers

7. Handling Specific Objections

• Addressing objections about interest rates and selling
• Discussing debt analysis and effective interest rates

8. Unique Selling Points

• Emphasizing how to protect clients' equity
• Using effective interest rate discussions to demonstrate value

Practical Tips for Agents

• Developing a comprehensive listing presentation
• Utilizing various communication methods to follow up with potential clients
• Addressing objections with confidence and clarity

Encouragement for Agents

• Understanding the importance of being prepared
• Recognizing that objections often stem from incomplete presentations
• Viewing objections as opportunities to improve

Closing Remarks

• Importance of continuous improvement and practice
• Invitation to join the Real Estate Asset Advisor Network for more resources and support

Links and Contact Information

• Join the Facebook group: Real Estate Asset Advisor
• Schedule a call: www.brainstormwithbob.com
• Webinar registration: www.creaoverview.com

Final Note

• Remember: If you list, you last. Go out and take some listings!
• If you can't click the link for some reason, just ask me to give you the link only, and I will help.

Join our Facebook Group at: https://www.facebook.com/groups/realestateassetadvisors
Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org
Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com