No Broke Months For Salespeople - What Is the Best Timing When Handling Objections?

Episode Date: August 27, 2023

What Is the Best Timing When Handling Objections?Real Estate Coach Dan Rochon of No Broke Months for Real Estate Agents discusses the best timing when handling client objections.In this episode, Dan shares the best time to handle these objections and also a script to make sure you can handle these objections on timeLearn more when that timing is in this new episode of No Broke Months for Real Estate Agents.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/ To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Don't wait till you get the objection, handle it up front. This is a predictable objection. So before you get the objection, handle it. 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. What is the best timing when handling objections? Real estate coach Dan Rashan of No Broke Months for Real Estate Agents discusses the best timing when handling client objections. In this episode, Dan shares the best time to handle these objections and also a script to make sure you can handle these objections on time. Learn more when that timing is in this new episode of No Broke Months for Real Estate Agents. One of the things that we want to do when we are communicating is

that we want to make sure we're asking questions. When we're asking questions, then that will allow for us to be able to more effectively be able to handle those objections. Because those objections, you're not going to talk somebody into writing an offer that gets accepted when interest rates are 6% to 7%. You're not going to talk somebody into writing an offer that gets accepted when the prices are high. But what you can do is you can help them discover that real estate sales, particularly in, I think I can say Northern Virginia because it's at least 90% of us.

So particularly in Northern Virginia, real estate sales have historically, you know, they're always high. So is it true that prices have always been high in Northern Virginia? Has there ever been a time in Northern Virginia, except for 2008, that you did not have the objection prices are too high? No, I've lived in the DC area for over 30 years. Yeah, we're one of the most expensive real estate areas in the country. Yeah. All right. So that's going to be an objection always. So if you're getting that objection, you will always get that objection. The only time that we did not get that objection was when there was a market freefall. And during that time, everybody was like, what the hell is going on? It was almost like it's supposed to be that.

OK, so if that's always going to be an objection, if that's relevant to your marketplace, then how do we handle something that's always going to exist? I know how I've handled it over the years. Tell us. I've always said the Washington, D.C. area is one of the most expensive real estate areas in the country. You've got Los Angeles, the Bay Area, New York, Boston, and Washington. And we are expensive, but once you buy in, then you're bought in and it makes it much easier on your second purchase. All right. I think that that is a beautiful script to use. Now the timing of the script is vital. So when would you say something like what Doug just said to be most effective? I'll give you two options. Would it be upfront or would it be after you get the objection? Upfront. So this is

a predictable objection. So before you get the objection, handle it. Don't wait till you get the objection. Handle it up front. Here's what I did yesterday. I was teaching on Quantico yesterday. 45 minutes class. Hello, Marines. You're in the market to buy a home. You may have heard that interest rates right now have risen dramatically.

And what you should know is that though they have risen dramatically, it's all a perception. Because over the last, since my lifetime, we're actually better than average. Because if you take my lifetime, the average interest rates are around 8.5%. In fact, I remember when I bought a home, my first home in Reston, Virginia, on Purple Sage Court, I remember that I got that at an eight and a half percent interest rate. And when the interest rates were at the rate that they are today, I refinanced and I was jumping up and down for joy. So does it make sense to you that right now we're just a little bit better than average? Okay, boom, before it comes up. Also, you may have also heard that prices are high.

And as the interest rates have been at an average of eight and a half percent during my lifetime, in the 50 years that I've lived, I've only once heard that the prices weren't high in Northern Virginia. And that was in 2008, when there was a free fall in the marketplace. So if you're considering right now that the prices are too high, the question I would invite for you to consider is, if over a 50-year period of time that's always been the conversation, what do you believe you'll think five years from now, 10 years from now, 50 years from now? And do you predict that the prices will be higher

or lower in those segments of time? Okay, again, boom, right out front. And what you may also notice is that they're still better than average, at least through my lifetime. If interest rates do go lower in the future, we can refinance. If interest rates rise in the future, we can lock in your rate today. You did say you want to buy, right? So Doug, you want to hit us up with that? Mr. Beyer, you may have noticed that interest rates have risen recently. You'll also notice that they're under historical average. Since you've said you want to buy a home, when you buy a home now, if rates go down, you can refinance.

If rates go up, you look like a hero because you made a good deal. And so you get the, do you want to buy a home up front? You go through the script, and then you ask a question, you made a good deal. And so you get the, you get the, do you want to buy a home up front? You go through the script and now you, and then you ask a question, you move on. But again, the timing of that is vital. The timing of that, it's got to happen before the objection comes up. 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.