The phrase that helps real estate agents overcome the “I want to think it over…” objection…

Today I share with you a word and a phrase that will get you more listings and help you to make more sales.

Last week I spoke to you about the most powerful word “WHY“, and you can use this word to make more sales in conjunction with a phrase that will help you to close more listings.

When I first started using this, it helped me get out of a sales slump and go on to average 11 sales per month for 12 years.

There are many salespeople who could do much better and make more money by doing this.

What I am about to share with you may seem new, but in fact it’s one of the fundamentals of sales.

Using this will help you get more listings and make more sales.

It’s simple and works well and will increase your closing with sellers and buyers dramatically.

So when someone says no or explains that they want to think it over, this is a polite way of getting rid of you.

First, ask why they are saying no, or wanting to think things over.

Then say: “In addition to that, what else is holding you back?”

People will give you a reason that they think will not hurt your feelings.

You need to find the real intention behind the reason that they give you. It’s your job to find out exactly what the real reason is.

The best way to do this is to use the “in addition to that…” phrase.

At a listing presentation when the potential vendor says they want to think it over.

First ask, “Why?” – When they say they just want to think it over, then ask “So in addition to you wanting to think it over, what else is stopping you from listing with me?”

Shut up and wait for their answer.

The longer they take to answer the more likely it is they will tell you the truth.

Once you find out what their real objection is, then you can overcome it and close the listing.

There are three reasons why people will not list with you:

1. They don’t like and trust you.
2. The price range you have given them is lower than their expectations.
3. They think your fees are too high.

The price and fee objections can be overcome, but if they don’t like or trust you, the first step is building the relationship to earn some trust.

If this seems to be happening to you, the best course of action is to read the book, “How to win friends and influence people“.

If you want to use the system that I used to average 12 listings and 11 sales per month, then you should consider attending the next Success in Real Estate, which is being held in February in Sydney.

At Success in Real Estate I show you exactly what to do every day to become unstoppable and how to get to the top in real estate so that in ten years from now you will have financial freedom and have the choice to work or not.

So if 2019 is the year that you want to see great growth in sales, book a call with me and we can run through where you are at, and map out where you can be in 12 months from now.