Handling Objections
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      1. Key Realty Knowledge Base
      2. Scripts
      3. Handling Objections

      Pricing Objection

      Pricing Objections - Two step them

      • “Promise that I can keep”
      • “Better part of the afternoon”
      • “It won’t appraise out”
      • Price and “percentage of buyers” graph
      • Overpriced homes sell other people’s houses
      • After 90 days, there are two kinds of houses, the ones that are sold & ones that are overpriced

      Pricing Objections

      • Reverse the process
      • Hard ball
      • “I have to have” - financing objection
      • “Beauty contest and a price war - have to win both”
      • Use the data, use the data - Monthly CMA profile
      • Situation - Another CMA
      • “Bob from A.B.C. Realty said he could get me $50,000” or “Well we had it appraised for a second mortgage and they said it was worth $65,000.”
      • Another Agent - I can understand how you would feel better, about going with an agent, who thinks your home is worth more money. I’d sure like to check my numbers,may I see the Competitive Market Analysis they prepared for you?

      “We had an Appraisal for $150,000.”

      • Another Agent - “I can understand how you would feel better, about going with an agent who thinks your home is worth more money. I’d sure like to check my numbers. May I see the Competitive Market Analysis they prepared for you.”