How to handle Resistance during a Listing Presentation
by Lina Poka source: http://www.morrismarketinggroup.com
Real estate agents, you go to a listing presentation and you give it your best, you think you have done a very good job and then something happens, you get a little bit of resistance, not much feedback and a few days later you see the house listed with another agent. Does that sound familiar? Has that happened to you?
What is the best way to handle this type of situation?
Lets’ start from the beginning and walk through a scenario you’ve probably encountered many times during listing presentations:
You’re wrapping up and heading for the close. The husband looks ready – even eager – to give his go-ahead. But, you can tell his wife is resistant. Something is holding her back. In fact, you suspect she may not be entirely sold on you.
Here is how to handle resistance during a listing presentation:
1. Ask specific questions about their Concerns. Find out if the wife has a question or concern that has not yet been addressed. How? Simply ask. Politely say something like, “Samantha, is there anything specific you need to know in order to feel comfortable moving forward with the listing?” In most cases, she’ll open up and tell you her question or concern.
2. Ask if they have any other Concerns. Once you have answered the initial question, don’t hesitate to ask again. Is there anything else holding you back? Perhaps something that I haven’t addressed here today or that you may have heard, read, or seen somewhere else? It is important to get to the bottom of her concerns, perhaps she thinks you don’t have a lot of experience, or the listing price is too low. Whatever the issues or concerns are, it is important that you hear her out and explain why you are the perfect person for the job, or why you suggested a specific listing price.
In addition, take the time once again and:
- list the experience you have
- elaborate on your negotiation tactics
- outline your marketing strategy for selling their house
- detail the successes that you have under your belt, and
- provide a quote a quote from a previous client
You want to demonstrate that not only you are the best person for the job, but also you have the best tools in your arsenal to sell their house at the highest price.
3. Ask them if they would like to discuss Privately. This is a critical point, as you need to decide whether you think the wife needs to talk with her husband about her concerns before bringing them up with you. You may need to give the couple a few minutes of privacy, so you don’t seem pushy and controlling. That’s easy to do. For example, you could say, “Would you like a few minutes to discuss things privately? I’d be happy to step out to my car and make some phone calls while you talk. Is ten minutes enough time?”
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