1. Overcoming Listing Objections

2. Agenda Discuss the traits of a Good Salesperson
What can you offer the client?
How do they benefit from what you are offering?
How can you handle their hesitance?
How to Get Them To Sign!

3. Have you ever heard the following expressions…
You are what you eat.
If you keep making that face it will stay that way.
Believe it from your nose to your toes.

4. Did you ever want to work at Disney World?
They don’t hire.
They cast.

5. Casting a Top Salesperson
What would you look for?
Conduct a group discussion and flipchart responses.
Review and summarize on next slide.

6. Top Salesperson Characteristics
Positive, winning attitude
Enthusiastic and friendly
Professional appearance
Genuine and sincere
Listens more than talks
Knowledgeable
Responsive
Determined and disciplined
Believes has value to offer and demonstrates it
Always asks for the business and assumes it will close

7. You don’t have to be
the top in Sales
to act like a
Top Salesperson.

8. You can act like a
Top Salesperson
and Achieve
Top Sales Results.

9. Probe…Listen…Reflect
Learning how to Probe…Listen…Reflect will help you determine what is most valuable to your clients and deliver top notch service.

10. Determine What’s Most Valuable
Probe…Listen…Reflect
Paraphrase what you heard to ensure that you understand what they are telling you.
Ask effective questions for the purpose of learning more about their needs and concerns.
“Ok, I understand. “ Then show them Your Value and Tools to overcome their concerns

11. Example
“Can I ask how you determined that list price to be the current market value?”
“So based on the Zestimate, you believe buyers will pay that amount?”
“Buyers use many tools to determine market value, some are more accurate than others. Have you ever seen this Price Trend Analysis?”

12. 6 Steps to Resolving Objections
Listen
Restate as a question
Cushion, relate and empathize
Probe and isolate the objection
Present a solution
Close, ask for agreement

13. What are the Sellers’ Most Common Objections?
In today’s market…

14. What are the Sellers’ Most Common Objections?
It is all about the money…is it about what it costs or what you charge?
What do they perceive as the value of a Realtor?
Is the timing of the sale important, and why?
What are their terms?

15. 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

16. 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

17. “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?”

18. Let’s Discuss What tools do you have to overcome this objection?
Lets practice the dialogue…
Objection

19. GSMLS as a resource… The Seller’s Net Sheet

20. “With this tool, we can confidently price for the future, instead of chasing behind the trends.”

21. 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?”

22. Let’s Discuss What tools do you have to overcome this objection?
Lets practice the dialogue…
Objection

23. Use the MLS to show how your office stands up to the competition

24. “As you can see, Weichert’s Sale Price Ratio is higher than the average of all brokers in the MLS!”

25. 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 needs and sell your home”

26. Let’s Discuss What tools do you have to show your value?
Lets practice the dialogue…
Objection

27. Six Distinct Advantages
What am I paying for?
Six Distinct Advantages

28. “What am I paying for?”

29. Build a Tool Kit
Create a seller file with visuals to help you Win the Listing
Articles about the current market
Statistical Reports from MLS showing market share
Alexa.com traffic comparison
Key Market Statistics
Zestimate article
WeichertONE – Working with Sellers

30. Resources on Weichert University

31. “With this unique Online Traffic Report, we will be able to monitor any changes in the buyer traffic and adjust our marketing plan quickly, to get you the most exposure possible.”

32. Thank you for participating!!

33. “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