In recent weeks we have talked about the number of calls you might make, the number of connections you might get, and the number of appointments you might book. If you are busy with activity you will find that most consumers are raising lots of objections. Sometimes these objections are so good we don’t even realise it’s actually an objection from the client.
A great example of a hidden objection is when your working with a potential client who says they will call when they are ready in a few months time. Most consumers are looking for a way to let you down gently. When the customer says they’re about six months away, reply with ‘Okay, great, and so what are you hoping will change by the time we get to six months down the track?’ From here they will start to reveal all of their objections.
The challenge is that most of us get caught up with the objections, when in all reality the easiest way to overcome them is to ask questions where it becomes difficult for the customer to actually say no.
Remember, the secret to consistency in your real estate business revolves around three key things: First of all that you’ve got a consistent message. So when people say to you, what’s happening in the marketplace? You can always say things are going really well but I could always do with one or two more houses to sell. The second is that the communication must be relevant to them and their situation; i.e., new properties that have been listed, properties that have been sold, buyer activity, etc. And finally, the communication needs to be as frequent as required in order to be able to move the conversation for the client.