Introduction
- Bob Mangold shares his favorite way to handle objections: live interactions
- Emphasis on the importance of scripting and practice
Purpose
- Record a podcast series based on live Q&A sessions
- Provide real-time answers to common objections in real estate
Participation
- Audience participation via Zoom
- Participants must consent to being recorded
Key Topics Covered
1. Importance of a Solid Presentation
- Addressing objections before they arise
- Tailoring presentations to cover crucial points: highest price, quick sale, minimal hassles
2. Handling the "Not Ready to Sign" Objection
- Asking what concerns remain
- Importance of follow-up with useful resources like books or information pieces
3. Commission Objections
- Addressing commission concerns upfront
- Using terms like "compensation" or "fee" instead of "commission"
4. Effective Follow-up Strategies
- Sending additional helpful information after the initial meeting
- Maintaining communication to stay top of mind
5. For Sale By Owner (FSBO) Approach
- Using text messaging for initial contact
- Creating pattern interrupts to engage FSBOs effectively
6. Presenting Value to Clients
- Explaining how professional processes can net sellers more money
- Discussing how to create competition among buyers
7. Handling Specific Objections
- Addressing objections about interest rates and selling
- Discussing debt analysis and effective interest rates
8. Unique Selling Points
- Emphasizing how to protect clients' equity
- Using effective interest rate discussions to demonstrate value
Practical Tips for Agents
- Developing a comprehensive listing presentation
- Utilizing various communication methods to follow up with potential clients
- Addressing objections with confidence and clarity
Encouragement for Agents
- Understanding the importance of being prepared
- Recognizing that objections often stem from incomplete presentations
- Viewing objections as opportunities to improve
Closing Remarks
- Importance of continuous improvement and practice
- Invitation to join the Real Estate Asset Advisor Network for more resources and support
Links and Contact Information
Final Note
- Remember: If you list, you last. Go out and take some listings!
- If you can't click the link for some reason, just ask me to give you the link only, and I will help.
Join our Facebook Group at: https://www.facebook.com/groups/realestateassetadvisors
Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org
Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com
