Objection Handling for Expireds # 2 of 7: "Where were you when my home was for sale?"

Great tips.  Thank you!!!!  We must have a dozen listings expire a day in Key West and another 2 dozen in the rest of The Florida Keys come up on the hot sheet every day.  I hear most of these objections.  People refuse to hear it when I tell them it didn't sell because it is overpriced.  Very simple.  It's all about money not a bad Realtor.

Dan, you've got some super information to assist others while pursuing expired listings.  Great post.

Thanks for the tips and the scripts... I am definetly going to take this information to my office meeting just to refresh my agents in the art of expireds... thanks for the post... another reason why active rain...works.

Handling objection is the key to sales. Most newbies fail to understand that an expired listing has already had a bad experience with a real estate agent, and there are going to be multiple objections to re-listing. Your blog so far is providing some excellent ideas, and I look forward to the rest of the series.

Oh, BTW, could you add this objection:

"My mother is my agent, how could I face her if I listed with you!"

Dan, THis is a great idea for a serious of posts. You really made some great points. Glad I handle only the mortgage side

Wow!!  This is a great post.  There are definitely some great ideas here and I'll definitely share them with my own agents during training opportunities.

Sellers seem to think that agents who are not the listing agent are out there looking for a buyer for "their" house.  Not so, as you so aptly point out. 

Fact is, it's the listing agent's job to promote the home, look for buyers, price for market, advise about appearance, etc.  Sometimes just the MLS listing, photos, etc. will promote a home listed for sale. 

TOTOH, sometimes an MLS listing will discourage showings.  That's always something to consider. I've seen listings with so many problems I know that the seller never saw it.

Wonderful series Dan.

Gary - Thanks for your comments,

Ray - I hope this series is helpful.

Annie - I wish I could be there.

Richard - How could we ever asking someone to fire their mother?

Matthew - I guess you have your own objections that must be overcome,

June - I hope your Agents benefit from this series.

Dan, this is great, I look forward to the entire series. I've heard that before, "Why didn't you show our house, when agent X had it?" That is an awesome response.

Dan- This is a good series that you are writing. This one is the easiest ones to answer. But then again if the agent has kept control and just asks the questions, this one will be answered by the seller himself. 

Dan - As always, great information, very helpful.  Communication skills take time and work to develop.  Thank you!

this is some very good information here. You are absolutely right that we don't have to learn this scripts word for word but we have to listen and answer intelligently the concerns and questions sellers have. Our verbal and nonverbal are important which we have to practice daily. I'm looking forward to reading more on your scripts. Always useful to read great posts.

Great series Dan. Keeping our tools sharp helps.

Good answers Dan. These help me think of things to say in similar situations that I never thought of before. I love this series. Thank you.

Dan, thank you for your knowledge, your post are always good to read.

Missy - Thanks for commenting.  Really!

Katerina - I think like you do regarding staying in control by asking questions.

Jimmy - you are right about the non-verbal communication.

Keith and RObin - I always appreciate your comments.  It let's me know who is reading.  I enjoy your blog as well.

Karl - I can always count on you thanks.

Ruth - Thanks for the compliment.

Dan - indeed, without a marketing plan a house will not sell! The MLS is ONE tool, but not the only one an agent should use!!! great post!

The answers are good Dan, but I'm still not convinced that anything approaching a speech is ever a good idea. I remain a watcher of this series though!

Barbara Jo and Bill - Yep, it actually takes a marketing plan.

Simon - I see I have some convincing to do.  Actually, it's a matter of semantics.  Objection handling isn't about giving a "speech" it is about being prepared to answer people' questions and objections.  You do it every day.

You are of course correct when you say that I do it every day. And while I can see that people who perhaps don't know what to say or don't have the personality to deal with objections might find this series useful, I'm not sure that by them learning the above they are actually helping anyone - including themselves. You se eif they are missing the personality and knowledge to begin with, winning over a potential seller by knowing the right thing to say isn't actually going to help that seller in the long run anyway. Now I know this doesn't refer to you, because you and I have spoken many times and you have way more experience in real estate than I do anyway, but I'm just not sure how this helps.

Simon - Actors use scripts and can convey powerful emotions and take on whole new personas.  While objection handling isn't that same as acting.....anyone who makes a living with words (and, we do), can benefit from practicing scripts, in my opinion.

Dan - Your tips are great.  I'm enjoying reading and putting my skills into action

Dorene - Thanks much.

Dorene - Thanks much.

Hi Dan,

I've read some of the comments and I must say, I'm in complete agreement with you.  A good lawyer would never enter a court room without being prepared and this applies to agents too. 

Thanks for the examples Dan its got me thinking about objection and how to handle them. But you are right about being non-confrontational. There is definitely a right thing and a wrong thing to say to sellers. I meet buyer agents who dont know how to handle all these small little excuses that buyers use as well.