How You Can Deal With a Smoke Screen Objection
00:00 See, what you think is an objection is not. I can't buy right now is not an objection. When somebody says they can't buy, that's not the objection. That's a BS smokescreen, that's all that is. So your job is to get the objection. 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.
00:28 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. How you can deal with a smokescreen objection. Real estate coach Dan Roshan from No Broke Months for Real Estate Agents discusses handling objections. Dan explains that people sometimes throw you an objection, but they're not. They're more of a smoke screen, and their proper objection is hiding somewhere. And to proceed with the transaction, you need to find it.
01:16 In the latest No Broke Months for Real Estate Agents episode, learn how to find the real objection in a smoke screen objection. Somebody threw an objection at me. I'm not on the market. Are you, are we talking buyer or seller? A buyer. So you're not in the market to buy, huh? Well, if you could buy right now, would you?
01:36 It depends on the house. I got to see the options. Okay. Depends on the house. You got to see the options. Well, I wouldn't mind doing this. I wouldn't mind based off of what you shared with me, taking some homes that might meet your criteria and just sharing with them with you. And we can do that on a quick video call. Would that
01:54 be valuable to you? Yes, of course. You guys see what I did with that one? That's the most common one that you're going to get by the way. So if you could buy right now, would you? So I changed it a little bit rather than just isolating let's just finish up with a one-liner here which i think is very very valuable which is if you could buy right now would you okay so that's what you're going to say when you get i'm not i'm not in the market to buy so when you're calling a facebook lead when you're calling a whatever that's what you're going to get And that's really just sort of like them coming into Macy's saying, can I help you now? That's just their natural reaction. Okay. So to be able to get rid of that natural reaction, it's a different method,
02:34 which is just simply, if you could buy right now, would you? Rocky, I'm not in the market to buy. No, I'm in the market to buy. If you could buy right now, would you? Yes. Cindy, I'm not in the market to buy. You're not in the market to buy if you could buy right now would you yes cindy i'm not in the market to buy you're not in the market to buy well if you could buy right now would you good job marcus i'm not in the market to buy you're not in the market to buy okay well if you could buy right now would you good now why did i change it on that last quote unquote objection? Because I don't have an objection yet. See, what you think is an objection is not. I can't buy right now. It's not an objection. What the real objection is, is my credit sucks. I don't have any down payment. I'm in a lease.
03:19 You see why I changed it on that last one? So what I got wasn't not an objection. So what I'm doing is I'm seeking to find the objection. So now I find the objection, which is, well, my credit sucks. Well, you're smart for making sure that your credit's the best. Besides having credit that sucks, is there anything that's causing you not to move forward? All right. That's the most powerful phrase that you could use. And remember, when somebody says they can't buy, that's not the objection. That's a BS smokescreen. That's all that is. So your job is to get the objection. If you could buy right now, would you? Then they're going to say, well, yeah, but my credit sucks. Okay. Well, your credit sucks. I mean, you're
04:02 smart for making sure that you get the best credit. Is there anything besides your credit sucking that would cause you not to buy right now? Well, I've got the lender who specializes in people that have sucky credit. He's got the best rates in terms of the business. I wouldn't mind introducing him to you. The episode you just heard is an excerpt from the Friday Scripts and Roleplay
04:23 that we do within the CPI community to be able to have agents to create no broke months. If you want to improve your conversational skills through role playing, I invite for you to try it yourself. 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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