Mastering Objection Handling: Being Proactive with Expectations to Avoid Surprises

It's absolutely critical for agents to get in front of objections and avoid having to be reactive. Many issues that come up in the home buying or selling process often have foreshadowing clues in earlier conversations or situations with clients. Deal with those potential issues or doubts early on and maybe you'll be able to prevent a mutual release or your client feeling uncomfortable about a situation. A good example is with inspections. Sometimes buyers, especially first-time home buyers, panic when they get a 100-page document showing everything wrong with the house they're about to spend a lot of money on. You can start to reassure them before they even make an offer by saying things like: "This house is a wonderful fit for you, but keep in mind that it is 100 years old and there will be some things that come up in inspections. No house is perfect, but rest assured, I've sold older homes before and most likely it's not going to be anything we can't handle." Get in front of it. Set expectations.