Welcome to another awesome episode, where I talk to you about how to demolish the biggest listing presentation objection, so you increase your rate of taking listings when you go on your appointments.  Did you know your listing presentation starts before you even go on your appointment?  Watch the video!

Full Transcript:
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Hey there Chadi Bazzi here welcome to another episode of Real Estate success mastery TV.

Today we’re going to address a very specific objection that one of my clients just brought to my attention that he’s dealing with and if he’s dealing with it, then there’s a good chance that you are dealing with it as well, and I want to help you overcome this objection.

The objection is: “We have a couple more agents that we would like to interview” and, I hear it from a lot of different people. Some people say, “I got a couple more agents that I want to interview before I make a decision”. Or some people say, “Hey, my word is gold, I’m telling you I’m a man of my word, I gave them the appointment, I said I would meet with them, I’m going to meet with them. I like you, I think out of all the people I met with you are the best agent, I’m definitely going to go with you” etc. I’m sure you have encountered one of these scenarios. The puzzling part is, a lot of you that buy into that objection what happens is, you leave the home. And then you are either waiting for a phone call that never comes in from the sellers, or you try to call the sellers and they never pick up the phone, and you leave a message, and you text, and you e-mail, and you door knock, and chase them, you do the whole Shabam, and guess what? Next thing you know, they’re listed with someone else.

I’ll begin by saying you need to take responsibility for that and what I mean by taking responsibility for that is you need to up-level your selling skills and up-level your way of overcoming, not just this objection, but all objections. By the way, if you absolutely need help with objection handling, then you owe it to yourself to check out HandleThisObjection.com. That is a place where I put together a mini training video series that teaches you how to crush the most common objections, so go there and check it out. Again it’s HandleThisObjection.com.

But right now, how do you deal with this objection? Well first of all, what I want you to write down is, “The listing presentation begins before the appointment”. The listing presentation doesn’t begin when you get to the appointment. It begins before the appointment. What do I mean by that? What I mean is it begins with your Qualifying. And one of the most important things you need qualify for is not only wants, needs, problems to solve, ability, authority, timing, internal/external pain, pleasure, V, A, K, those are all the things you need to be qualifying for but what I want you to specifically start qualifying for here is the following: What is it specifically that the seller needs? What is it that the seller is looking for? And how do you find out? You ask the question. “Mr. or Mrs. seller, tell me specifically, what is it that you are looking for in a real estate professional like me?” And then get the top three things they are looking for. They’re looking for A, B, C.

Well guess what should show up to the listing presentation? A, B, and C. So when the objection comes up that, “I need to think it over” or ” I need to interview more agents” or ” I need to sleep on it” or ” I need to pray on it”. Whatever it is they say to you, all you need to say is, “Mr. Seller, I appreciate the fact that you want to (fill in the blank with whatever they said), and let me make sure I got this right. Number 1 you said you are looking for a real estate professional who, A, (and this is where you fill in the blank with what they said is A)”. Let me give you examples. “You are looking for a real estate professional who has got a killer marketing plan of action that can get your home sold. That’s what you said right?” and they will say “right”. Perfect. “Well, I presented to you this 15 point marketing plan, do you feel that this marketing plan will get your property sold, Yes or No?” And they will say yes. So say, “Well perfect, for #1, you found what you were looking for. Number 2, You said you were looking for someone who will be constantly in communication with you throughout the whole transaction and keep you in the loop from A-Z. Based on my communication guarantee right here that says that, ‘I will be in touch with you within 24 hours of you trying to reach out to me, and/or I will be in touch with you 2-3 times a week, or whatever you coordinate’. Do you feel like this is a good communication guarantee? Are you comfortable with that?” And they’re going to say yes. And you tell them “The last thing you said you are looking for in a powerful agent like me in someone who has a track record that can not only sell the property, but sell it for top dollar. And I just shared with you my track record that shows you, that I sell every single one of my listings on an average of 99.8% of asking price (or whatever your number is). So my question to you is: do you feel like my track record is good enough to get your property sold for top dollar, yes or no?” and they’ll say yes. So you’ll say, “Well Mr. seller it sounds to me like everything you are looking for is everything that is right here, right now, are you ready to get your property sold for top dollar, yes or no?” And they’ll say yes. And you’ll say, “Perfect, then sign the contract”.

See when you get an objection it simply means that the seller needs assurance. The seller is not sure that all their points are met. The seller still has a question in their mind that is unanswered. What you have to do is you have to take them back to what is most important them? What is it that they are looking for? Address that and show them again that what they are looking for is exactly what showed up.

Again, if you need help with objection handling, simply go to HandleThisObjection.com and take advantage of the free video training series that we put together there for you. And what I would do is let this video and/or audio be something to listen to 4,5,6… a dozen times. Master how to handle that objection exactly the way I just shared with you, and crush that objection every single time it comes up, and I promise you you’re going to take more listings, and that’s how you become a top listing agent.

So please do me a favor. If you got value from this video and know someone else that can get value, share this video with someone else, and if you’re watching this on YouTube and/or iTunes please leave me a comment. If you’re watching this on FaceBook let me know below, is there another way that you handle that objection? Is there another objection that you need help with that you want me to do a video about? Let’s be in communication, let’s be in touch, ask me any question that you want. Let me help you take your business to the next level and become a top listing agent.

I’ll see you in the next episode, take care, bye-bye.

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