No Broke Months For Salespeople - Handling Objections Like a Pro

Starting point is 00:00:00 Do you want to hire me or do you want to get the most amount of money for your sale? Which of those two questions is going to be 100% of a yes? It's going to be the most amount of money. So in the second piece as well is if you pushed out the do you want to hire me before you're ready to do that and you get a no, you're done. You'll never get a yes. You're done. So if you ask to get hired before it's appropriate and solicit a no, you're done.

Starting point is 00:00:32 Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is No Broke Months. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. Handling objections like a pro. Real estate coach Dan Rashan from No Broke Months for Real Estate Agents shares insights, strategies, and real-life examples to help you navigate objections. Dan explains that objections are a natural part of any interaction, whether you're in sales, negotiations, or just trying to persuade others to see your point of view. How you handle objections can make

Starting point is 00:01:31 or break a deal, a relationship, or a conversation. Handle objections like a pro and elevate your personal and professional life in the latest No Broke Months for Real estate agent's episode. Let's go ahead and do scripts to give you some objection handlers today. So here's the steps for handling an objection. Write this down, and it's only five steps. So step one, repeat and affirm. Step two, isolate the objection. Step three, change the subject. Step four, pull a Columbo. Step five, handle the objection. Step three, change the subject. Step four, pull a Colombo. Step five, handle the objection. Who'd like to share with me a real estate objection? Or Dorothy, what's an objection? We decided to go with the same agent. So you decided to go with the same agent? Yeah, because, you know, they worked really hard and they should be paid.

Starting point is 00:02:28 So they worked really hard and they should be paid? Yeah. Well, Dorothy, I love your loyalty. And I love working with, you know, loyal people like you. So I really admire you for that. And I remember when I was younger, before I was an agent, I remember an agent that I loved and I hired them and they did a freaking great job and they were my agent forever. Just like, you know, what you're, what you're thinking right now. And I appreciate that. You know, Dorothy, I was just thinking, you don't owe that agent anything. You don't owe me anything. You owe yourself to make sure that you get the very best agent. And from what I heard, it was loyalty that caused you to be able to keep with the same agent. And I appreciate that. but is there anything besides that loyalty

Starting point is 00:03:25 that would cause you to continue with that agent no okay well again you don't owe them anything you don't owe me anything you owe yourself the best wouldn't it make sense to at least look at a second option well you know I guess so maybe I mean you do want the most money for the sale of the property don't you yeah yeah is that a yes you you want the most amount of money yeah i guess it's time to fish or cut bait i guess we should do that so that's a so that's a yes yeah yeah let's let's go with it let's do it let's have a go let's we'll try you all right so you pay attention to the energy there right now for me to effectively handle that one that was a tricky one to handle as well i had to repeat the i had to repeat it i used the five steps

Starting point is 00:04:20 but i didn't necessarily use them in order. So repeating, I repeated and affirmed the affirmation was, um, that, you know, the loyalty is, is admirable, right? Like I love working with loyal people. That was the affirmation. Okay. Change the subject. I didn't give you a great change of subject on that. Uh, the change of subject was when I was a younger guy, I had an agent, I was loyal to them. He was my agent, you know, just sort of like whatever the change of subject, you know, that was the Columbo. And then I went back to the isolation. All right. So I skipped the isolation on step two on that. So I did the isolation on step four instead, only because it just felt more intuitive for me to do it that way.

Starting point is 00:05:07 Right, because I felt like it's such an emotional objection of loyalty that I want to make sure that I'm able to sort of guide you through so I don't screw anything up on this. So then on step four, I isolated the objection. Is there anything besides loyalty that would cause you to keep the same agent? No. Then I handled the objection. The script for handling the objection is just that. Write this down. You don't owe that agent anything. You don't owe me anything. You owe yourself the best.

Starting point is 00:05:35 That's the script for handling that type of objection. Okay. And I've used that script tons and tons of times in my career. You don't owe me anything. You don't owe them anything. You don't owe me anything. You don't owe them anything. You don't owe me anything. You owe yourself the very best. Now, then I added some additional skills on that, which was I didn't close for you to hire me. I never actually said hire me. I close on, do you want the most amount of money? And I said, you do want the most amount of money,

Starting point is 00:06:00 don't you? And then you said a hesitant yes. And then I'd use the, is that a script? Yes. Which is, is that a yes. And then you pay attention to the energy until they're, until they're certain it is a yes. And if you, if you're observing Dorothy's energy, you saw her get to that point of, well, yeah, yeah, let's do this. All right. But remember, I never even asked her to hire me. I was able to get her to hire me by asking a different question, which is you do want to get the most amount of money for the sale. OK, I never asked her to hire me. So because what you because what you want to do is you want to ask questions that you're going to 100 percent get a yes. Yes. Do you want to hire me or do you want to get the most amount of money for your sale? Which of those two questions is going to be 100% of a yes? It's

Starting point is 00:06:48 going to be the most amount of money. So in the second piece as well is if you pushed out the, do you want to hire me before you're ready to do that and you get a no, you're done. You'll never get a yes. You're done. So if you ask to get hired before it's appropriate and solicit a no, you're done. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing.

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No Broke Months For Salespeople - Handling Objections Like a Pro

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