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Ambassador
1,452,569
Susan Emo
Sotheby's International Realty Canada - Brokerage - Kingston, ON
Kingston and the 1000 Islands Area

I learned many moons ago to always overcome objections BEFORE they're voiced!  Most are pretty obvious and attempting to sweep them under the carpet just doesn't cut it. (unless there is hardwood under there!) Be the first to mention any negative with an appropriate solution for same.

Dec 12, 2016 09:07 AM
Ambassador
5,048,708
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

I try to address things I think will be issues up front before they get asked

Dec 12, 2016 09:38 AM
Ambassador
3,727,873
Patricia Kennedy
RLAH@Properties - Washington, DC
Home in the Capital

LISTEN!

Dec 12, 2016 08:32 PM
Rainmaker
5,583,278
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

when I was actively listing homes in new subdivisions, I would address any and all common objections for the community and/or homes up front.... there was a never any gray area left.... black and white answers!!!!

Dec 12, 2016 10:58 AM
Rainmaker
851,242
Brenda Mayette
Miranda Real Estate Group, Inc. - Glenville, NY
Getting results w/ knowledge & know-how!

Depends upon the objection...  Either RUN or EDUCATE   :)

Dec 12, 2016 10:55 AM
Rainmaker
1,622,432
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

Well, when you work in this business for years, all objections can be narrowed down to few. So, be prepared to address it, be very polite but firm. 

Dec 12, 2016 11:33 PM
Ambassador
6,392,879
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Listen, seek solutions.

Dec 12, 2016 09:12 PM
Ambassador
3,344,906
Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate Services

I smack them right in the face with a reality check. 

Dec 12, 2016 07:35 PM
Rainmaker
5,005,333
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Recognize the negative and address them before they come up! I'm with Susan Emo all the way on this one!

Dec 12, 2016 06:31 PM
Rainmaker
1,435,300
Yolanda Cordova-Gilbert
Richmond, TX

It depends what the objection is sometimes it is just a statement of the obvious sometimes it is buying signals it just depends!

Dec 12, 2016 06:27 PM
Ambassador
3,587,835
Anna "Banana" Kruchten
HomeSmart Real Estate - Phoenix, AZ
602-380-4886

By educating our sellers and buyes to the max I find that there are very few objections that pop up. When they do we handle them calmly and with total professionalism.

Dec 12, 2016 04:26 PM
Ambassador
2,684,009
Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

     Objections are "buying signs".   Empathize, sympathize, then provide the solution that overcomes the objection.

Dec 12, 2016 03:48 PM
Rainmaker
4,272,548
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

I use all objections as learning opportunities so that my client and I can gain trust in the future.  The right answer can also gain you an advantage over your competition .....

Dec 12, 2016 03:45 PM
Rainmaker
3,986,258
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

I talk gacts to them.  If that doen't' work I walk.

Dec 12, 2016 03:29 PM
Rainmaker
4,319,419
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Laurel Hillton MCC, L.S.I., LSC - with an expert answer and smile. Next..

Dec 12, 2016 03:28 PM
Rainmaker
1,725,896
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

I ask more questions for clarification as many objections are based on false assumptions.

Dec 12, 2016 03:26 PM
Rainmaker
5,772,575
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Laurel,

We are in complete agreement with Susan Emo , and I also love Barbara Todaro 's black and white answers.

Dec 12, 2016 02:10 PM
Rainer
225,526
Bob Betel
Allstar Home Mortgage, Inc. - Sweetwater, TN
President, Allstar Home Mortgage, Inc

It's funny but I really don't have any objections, per say. Once people talk to me, they find out the facts to the point that there is no objections. Sure every once in a while I get a call asking me why I can't do a 30 Year fixed at 2% with no closing costs, but to those I say, go find it, but this is what I can do.

Dec 12, 2016 12:24 PM
Rainmaker
4,800,082
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Depends on the objections.  They may be valid, or they may be faulty.  Give them the facts.

Dec 12, 2016 11:55 AM
Rainmaker
4,881,462
Richard Weeks
Dallas, TX
REALTOR®, Broker

It depends on who is doing the objecting.  If it is a buyer address them head on.  Typically they really are not that difficult to address.

Dec 12, 2016 11:21 AM
Rainmaker
1,466,207
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Laurel Hillton MCC, L.S.I., LSC Jeff Dowler and Susan Emo addressed this nicely.

Dec 12, 2016 10:20 AM
Rainer
216,904
Sharon Altier
Coldwell Banker Realty - Elmhurst, IL
Luxury Property Specialist, CSC, SFR

With facts and clarification.  If one can not agree, we can agree to respectfully disagree.

Dec 12, 2016 10:19 AM
Rainmaker
4,571,456
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

I listen.  Carefully.  And ask lots of questions.

Dec 12, 2016 10:17 AM
Rainmaker
1,712,676
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

I use the third layer of my brain that is rational rather than pursuing the lizard brain reaction.

Dec 12, 2016 09:59 AM
Rainmaker
1,052,056
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

I tell them to shut the hell up, I'm driving this truck! Just kidding!  3:)

Educate fully with facts and data that supports them. Gently, I allow them to keep their mindset until they are comfortable enough to wrap their mind around a new one. I am not a hard-sell type. The information will speak for itself and solve their problem or not. If the information is contrary to their objections and they are unwilling to accept truth . . . they become former clients.

Above all, once the information is provided, I shut the hell up and let them absorb it.  :D

Dec 12, 2016 09:58 AM
Rainmaker
7,834,939
Roy Kelley
Retired - Gaithersburg, MD

Immediately and directly.

Dec 12, 2016 09:48 AM
Rainmaker
5,215,388
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Head on when they come up or they get blown more out of proportion!

Dec 12, 2016 09:08 AM
Rainmaker
1,525,616
Sybil Campbell
Fernandina Beach, FL
Referral Agent Amelia Island Florida

I attest to my value and experience as an experienced REALTOR!

Dec 12, 2016 09:05 AM
Rainmaker
5,868,372
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

I like to face them head on, or try to avoid them if possible.

Dec 14, 2016 01:35 PM
Rainmaker
529,983
Kathryn Acciari
Central One Federal Credit Union - Shrewsbury, MA
Mortgage Loan Originator

Ask questions in order to get to the root of the issue.

Dec 13, 2016 05:47 PM
Ambassador
5,228,997
Debe Maxwell, CRS
Savvy + Company (704) 491-3310 - Charlotte, NC
The RIGHT CHARLOTTE REALTOR!

Addressing issues before they are objectionable to other parties...Always!

Dec 13, 2016 04:56 PM
Rainmaker
1,502,848
Ryan Huggins - Thousand Oaks, CA
https://HugginsHomes.com - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Counter the ones worth countering.

Dec 13, 2016 01:45 PM
Ambassador
2,178,433
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Prop. Mgr, Wenatchee, WA

I always tried using the objection as the very reason they needed me.   

Dec 13, 2016 10:03 AM
Rainmaker
4,935,551
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Learn a long time ago to spin it around.  Works most times.

 

Dec 13, 2016 09:28 AM
Rainmaker
4,434,127
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Listen to them. Let them decide.

Dec 13, 2016 07:57 AM
Rainmaker
989,552
Jennifer Mackay
Counts Real Estate Group, Inc. - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

With honesty and specific as possible

Dec 13, 2016 05:29 AM
Rainmaker
5,104,806
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

I try to anticipate objections in advance and deal with them before they become so.

Dec 13, 2016 03:47 AM
Rainmaker
3,071,489
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

"Permission to be candid?...."

Dec 13, 2016 03:42 AM
Rainmaker
711,752
Lynnea Miller
Bend Premier Real Estate - Bend, OR
Premier Real Estate Service in Central Oregon

This is a broad question. But in the case of a difficult listing, price overcomes all objections.

Dec 12, 2016 12:32 PM