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Episode #36 - Answering Objections Part #1

Episode 36 of the If You List You Last Podcast podcast, hosted by Bob Mangold, titled "Episode #36 - Answering Objections Part #1" was published on July 24, 2024 and runs 42 minutes.

July 24, 2024 ·42m · If You List You Last Podcast

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Summary

Introduction Bob Mangold shares his favorite way to handle objections: live interactionsEmphasis on the importance of scripting and practicePurpose Record a podcast series based on live Q&A sessionsProvide real-time answers to common objections in real estateParticipation Audience participation via ZoomParticipants must consent to being recordedKey Topics Covered 1. Importance of a Solid Presentation Addressing objections before they ariseTailoring presentations to cove...

Episode Description

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

Download a copy of my book, "If you list, you last!" at www.15HourMethod.com  

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