Hot Market Objection Handlers You Should Be Using | Confidence & Conversion

The Tom Ferry Podcast Experience

Tom Ferry

Education, Self-improvement, Business

4.8 • 1.1K Ratings

🗓️ 11 February 2022

⏱️ 11 minutes

🔗️ Recording | iTunes | RSS

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Summary

Many homeowners today are scared to move because all they hear is how difficult it is to buy a house, and they feel like they’ll be stranded with nowhere to live if they sell. Tom Toole is here to dispel that notion. I asked him to join me on today’s Confidence & Conversion to talk about some of the objection handlers every agent needs in today’s competitive market. It’s always enlightening to role play with Tom Toole. The guy works on his scripts and it’s obvious. Watch this episode to learn the important scripts to overcome those consumer fears.

Transcript

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0:00.0	Hey, welcome back to Confidence and Conversion. I've got the Legend Tom tool in the house.
0:10.8	You can take Legend. Come on, man. So we're going to do a bunch of objection handling, Tom.
0:15.3	Right now, every agent is faced with a couple of different objections. When they're talking
0:18.8	to someone that's thinking about selling their house, there's not many people in this business
0:22.3	better than you when it comes to what to say for context for the one person that's ever
0:26.2	seen you before. In your career, how many properties do you think you've listed now?
0:30.5	2,000, 3,000. Okay, 2,000, 3,000. And you were you were coached by the legend, Karl
0:35.0	Brzudo, who basically I think is middle name is what you say matters, right? Like role playing
0:40.2	over and over and over. So this is going to be super fun. So let's jump right into it because
0:43.8	you want to hear the objection handler. So Tom, we want to sell. We really, really do. But like,
0:48.6	where are we going to go? Like, I mean, the market's so hot that we would sell it for a record price,
0:52.4	but we don't want to try and move twice. We want to move once. Nobody wants to move twice.
0:57.0	I totally get that, Tom. And you know, what I know is this that you've got a legit concern here.
1:01.9	I also know what the market's telling me. And there's more homes at sold in 2021 than 2020.
1:06.6	And really, despite everyone saying there's low inventory, well, all that means it's homes
1:11.0	are selling faster. And you've got to be ready to act in the market. So if you don't have a plan
1:14.6	to jump on homes as soon as they hit the market, have the right bidding strategy in place to win
1:19.3	when you're competing with 10, 15, 20 other sellers or buyers. Excuse me. Then yeah, might feel like
1:24.4	there's nothing on the market, but we know that there's more homes that sold this year than
1:28.2	compared to last year. So it's about having a plan, not that there's nothing on the market.
1:32.4	So, so what's your plan? So the plan is this. Let's sit down. Let's gain plan, right? What do you,
1:38.1	what can you sell your home for? Do we need to sell to buy? Let's get all that stuff worked out
	...

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