Overcoming Commission Objections

Check In What did you do? What happened? What results did you get? What do you think you’ll do next time? Refer to your Sales Planner from last workshop

Meet the Expert Add guest speakers name Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed Add guest speakers name

Understand Your Audience Objections to paying full commission can fit into 3 categories: The Need to Save The Need to Negotiate The Perception of Value

Uncovering the Hidden Meaning The Need to Save Dollars and cents are the key concern The Need to Negotiate They know commission rates are negotiable They want the best deal The Perception of Value They don’t believe you’re worth your commission They aren’t aware of what you can do for them

“Will you reduce your commission?” “How can I obtain the most money The Need to Save “Will you reduce your commission?” translates to “How can I obtain the most money for my property?” Shift away from commission and focus the seller on their net in pocket. “Bottom line, Mr. Seller, what’s more important to you; what you pay me, or what you net in pocket?”

Make a deal with the seller. Show your ability to negotiate. The Need to Negotiate Make a deal with the seller. “What if I can show you how Weichert and I can sell your house at a higher price at a 6% commission, and still get you a higher net? Would you be interested in learning how?” Show your ability to negotiate. “It concerns me that you are willing to hire an agent to negotiate your largest asset, who can’t even negotiate his own fee! If he’s so quick to cut his fee, how effective will he be when it comes to protecting YOUR profit?”

The Perception of Value Show sellers why they should list with you! “What if I were able to show you how I am able to get you the highest price for your home by marketing your home for maximum exposure; would you agree that level of service is worth more to you?” or try “When you list with me, not only do you get a skilled negotiator, you get a full-service team of marketing and financial professionals on-hand to meet your need and sell your home”

Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments. Weichert University October 2007 9

Fast Track Facilitator Notes Session 2: Getting Started Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time? Weichert University October 2007 10

Grow Your Skills and Business Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement. Come prepared to make 50 calls at next workshop. Preview homes and take notes on property features. Work an Open House. Follow up with all guests in 24 hours. Take online training – Overcoming the Commission Objection: A Guide to the 6% Toolkit and Overcoming Common Seller Objections.

“The path to success is to take massive, determined action. ” “The path to success is to take massive, determined action.” - Anthony Robbins

Sales Planner Add the assignments we just reviewed to your new Sales Planner. Write down what you will commit to do by next session. You have five minutes to complete this. Ask me or a colleague for ideas and help. Distribute blank copies of Sales Planner

Quickest Way to Boost Your Business REMEMBER… Quickest Way to Boost Your Business Aim for an Appointment a Day! Work an Open House every week. Know the inventory! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence “Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.” Denis Waitly Thank You