A couple of years ago, buyer or seller objections were likely related to the lack of inventory, or to multiple-offer scenarios. While this presented its own set of challenges at the time, today inventory is up, the market has adjusted and objections are a big piece of the puzzle you have to solve. Oftentimes an objection is the only thing standing between you and doing business with someone.

Typically, objections are just smokescreens for peoples’ fears. Instead of telling us they are afraid, they’ll throw up a smokescreen as a way to get time to think. When making a decision, we are committing to something and that can make us nervous. And if there’s one thing that can make people nervous, it’s buying or selling a home.

Listen to your client’s concerns; try to help them isolate what is causing the fear and then work together toward a solution. Remember, this is not a sword fight. A transaction is a commission that’s often already spent, but a client is an asset that grows and grows for years to come. Don’t win the battle and lose the war. If you have a desire for approval,  it can be easy to get sucked into an objection so don’t be defensive when you encounter objections. Take a listening approach to this and remember; objections are a smokescreen for what the real fear is.

A professional is excited to deal with obstacles...so go into battle for your clients; not against them!

It’s a good life!

Brian