2. Objection Handling Workshop

4. Today’s Objectives 1.Have a little 2.Share one way to deal with OBJECTIONS so we can help you make more M-O-N-E-Y.

5. "What we think, we become.” Buddha

6. You may have some important questions…. Who is this guy? Are we gonna have to do any role-play ? Are we getting out early?

7. Your presenter…. Thomas Saveri, CRS, GRI Broker/Owner United Country Realty Pioneers PA Licensed Auctioneer (25+ yrs) #9 Office Nationwide Over 30 years real estate experience Pennsylvania & New York Broker’s License Pennsylvania Auctioneer Since 1985 PA State Registered Instructor Formerly recognized as a “Top Producer” Salesperson Former Sweathogs ™ /Floyd Wickman Course Trainer and Coach Author “ Program Developer “Pro-Action Sales Course” “New Agent Success Plan,” etc. President NC Penn Board of Realtors 2013 Past President of the Lehigh Valley Society of Auctioneers

8. Quick Survey New Agents (1 year or less)? In real estate 1+-5 years? In real estate 5+-10 years? When real estate was invented? Taken Sweathogs™?

9. Objection Handling Techniques! A Process

10. Objection Handling/Closing Concepts Takes Some Preparation None work ALL the time… ALL work some of the time! Not a science! OPE – Leverage “Other People’s Experience” Collect Techniques for Common Objections! Timing! The Shining Star of Sales!

11. Names Questions VisualsVoice Inflections Facial Expressions

12. Objection Handling Concepts “ O b j e c t i o n s ” v s. “ S t a l l s ” & “ C o n d i t i o n s ”

13. Stalls Definition: A ruse or tactic used to mislead or delay. To employ delaying tactics.

14. Stalls Your Goal? Find out the REAL reason they are stalling!!!

15. What can you do with “I want to think about it”? “Oh,… OK.” and leave hoping they call you back. “What is it you need to think over?” Is it the pricing? (confirm) Is it your net dollar? (confirm) Is it the commission? (confirm) Is it the term/length of the listing? (confirm) Is it something about my company? (confirm) Is it something about me? (confirm)

16. “After I’ve spent this much time with people like you who want/need to sell and they don’t move ahead it is usually because of one of three reasons…

17. Condition Definition: “A proposition on which another proposition depends; the antecedent of a conditional proposition.” Why a client cannot make a decision.

18. Examples: “I cannot legally sign the paperwork.” “My wife’s name is on the deed and she is not here.” “I need the judge’s approval.” “I am not the decision maker.” Condition

19. Condition Your Goal? Find out EARLY if there are any conditions! Find out how and when the conditions will be met!

20. Objection Handling Concepts Patience/LISTEN!!! Empathy Timing “Doesn’t work” vs. “Didn’t work” Have a quiver full of arrows for each target!

21. Objection! Don’t think: “That doesn’t work” Think: “That DIDN’T work… let’s try this…”

22. Objection Definition: The reason a client chooses not to make a decision in favor of your product or service. “THEY DON’T ALWAYS TELL YOU!”

23. Objections Your Goal? 1.Get them to share the reason(s)! 2.Change their perspective! 3.Change their choice!

24. Examples: “I won’t pay that high of a commission.” “I won’t list my house for more than 3 months.” “I don’t need a Realtor.” “I will not sell this home for less than $XXX,000.” “I am going to list with my friend.” Objection

25. 1.Empathize 2.Identify/Question 3.Trial close 4.Solve 5.Close on the issue/objection Five Step Process! How to Handle Objections

26. 1. Empathize em·pa·thy n. 1. Identification with and understanding of another's situation, feelings, and motives. sym·pa·thy n. 1. a. A relationship or an affinity between people or things in which whatever affects one correspondingly affects the other.

27. 1. Empathize “I can appreciate how you feel.” “You know, if I were in your shoes I might feel the same way.” “If I didn’t know what I know, I might feel the same way.”

28. 2. Identify/Question Identify what?... The real issue, the real problem! How?... By asking questions! What questions?... Who? What? Where? When? Why? & How?

29. 3. Trial Close If I could show you…, would you…? If I you knew…, would you…?

30. 4. Solve

31. 10 Houses 7% 5% 10%

32. 5. Close on the issue/objection “Does that make sense?” “Are there any other questions?” “Can we put that to rest?” “Is there any reason we can’t move ahead?” Just another term for CLOSE!

33. What is a Close? When selling, any time you ask the client to move ahead! Signature. Yes/No, I want the product. When you ask for the business!

34. 1.Empathize 2.Identify/Question 3.Trial close 4.Solve 5.Tie-down Five Step Process! Objection Handling! “I can appreciate how you feel…” “Who? Who? What? Where? When? Why? & How?” “If I could show you… would you…?” Have or create a VISUAL! “Now that makes sense, doesn’t it?”

36. Examples: “I won’t pay that high of a commission.” Objection

37. 7 Bills… My Marketing Fee…

38. Your agent’s job… To represent YOUR “highest & best” interests? What will they do with YOUR money…?

39. “LIST” to “SELL” Ratio You can list with them and sell for less money in more time… or you can SELL through us for more money in less time! Takes preparation!

40. Examples: “I will not sell this home for less than $XXX,000.” Objection

41. What happens if you wait…. Rates might rise Prices might rise Loss of speculation time Discount points go up Uncertain future

42. Speculation Time! 12 Months 6 Months 1 Month 1 Day! 1 Week If you had to sell in… how much would you get? It is almost always better to sell WHEN YOU DON’T HAVE TO!

43. Asking price $XXX,XXX.00 Acceptable price $XXX,XXX.00 Your acceptable price is, by law, a… “Secret Price.”

44. Do you shop in your size or in any size?

45. Other Agents Normal Buyers Appraisers 3 Hurdles

46. Hot Pizza!

47. Ben Franklin

48. What we do! Molehill Mountain Versus

49. Safe Deposit Box

50. What if you were about to take a trip…

51. If you were taking a trip… How much gas would you put in your tank?

52. Risk vs. Return 90 Days to go10 Days to go

53. What makes this house sell faster? Put one of these in front of it! 15-25% of all BUYERS come from signage! Professional Realtor

54. “Help enough other people get what they want from life and you will get what you want from life.” Zig Ziglar Tom Saveri Office 570-723-1600 tomsaveri@yahoo.com www.wellsboroparealestate.com Write this down, please!