Getting the seller to talk first

- [Instructor] This next objection is much like the previous. They're worried about private information. And once again, when you realize it's public information and we're only going to use it to help them you can answer with confidence. And so the seller says to you, "How is giving you my mortgage information relevant?" And you say, "I definitely hear you, Mr. Johnson. "However, I want you to know "that all your mortgage information is public record "and could be found out very easily "with a trip to town hall. "That being said, the only reason I need it "is so I can make you multiple offers, "because sometimes your mortgage can be taken over "and I could even offer you a little more for the property "depending on the situation. "I don't think you would object "to getting multiple offers on your house, would you?" In this next objection, sometimes it means the seller really isn't interested in selling and it might just mean they don't trust you. But there's a great answer to it, so listen. The seller says to you, "I'm not giving you a price. "You make me an offer first." And so you respond, "I understand your concern. "However, you must know that our company "is very serious about buying homes "and we get at least five to six calls every single day "from sellers who are having trouble "selling their homes in today's market. "Just because we're so busy "there's no way we can make offers on everything. "So that's why we get some basic information "just to make sure that we're in the same ballpark. "Why don't you just give me a ballpark figure "of what you would be looking for "just so we have a starting point?" Now, if for some reason you don't happen to be getting five to six calls every day you might change that to say, "We talk with five to six sellers every single day." That might mean you're calling them from Craigslist, but that way you can say it with integrity and still have the same power. Again, remember you want them to talk first, and that's why we answer the objection this way. On this next objection it's important that you take some license and maybe change it a little bit, because some of the things I might respond here may not pertain to your business. And we'll talk about that when we come out the other side and I've read this to you, but let's look at it and then let's see how you might change that. The seller says to you, "Hey, I'm not sure about you coming to my house. "I don't know you." And so you respond "I understand your concern. "So let me give you a little more information "about our company, "because I know you'll feel "much more comfortable at that point. "Our company is very established, "it has a great reputation in the community. "We've been in business for 10 years "and we have a stellar reputation with our past customers. "I personally am part of many charitable organizations "as well as the local chamber of commerce. "Plus Mr. Johnson, "what we do is definitely not out of the ordinary. "Anybody looking to buy your house "or any realtor looking to list your house "would have to see your house and meet with you. "I assume you expected this, "so meeting me at the house "is definitely not out of the ordinary. "Why don't we do this? "Let's set an appointment to meet, "and I'll give you a couple of references "you can call in between now and then "that I know will make you feel "more comfortable meeting with me. "How does that sound now?" Now what if you haven't been in business for 10 years? Could you change that sentence to, "we've been in the area for 10 years "and we have a stellar reputation"? Yeah. You may not tell them that you've been in business for 10 years, but you can say you've been in the area and you have a stellar reputation. That's honest. So again, change things so that you can have integrity but don't be afraid to use the basic structure of the response to create a powerful, powerful response to their objection. This is one that's pretty easy to handle. The seller says "I can't meet at the house today. "Does next week work?" And you respond, "Oh, unfortunately next week is crazy busy. "Is there any way you can squeeze me in later tonight? "It won't take too long at all to meet with me "and at least we can get the discussion started "and I could possibly even "have an offer in your hand by tonight. "How does that sound?"