Mastering Objections



As a real estate salesperson, you need to be able to handle objections from customers in order to make sales. There are 8 steps to mastering objections:

  1. Commit to being a master.

  2. Take responsibility for every objection.

  3. Define what an objection is and is not.

  4. Identify where objections take place.

  5. Identify each objection at each part of the sales process.

  6. Prepare until you can predict each objection.

  7. Master until you can handle each.

  8. Work on objections EVERY DAY.



How to Master Objections is the #1 thing you need to be able to do if you're serious about being a real estate agent.


Here are some sample responses you can say to handle common objections you probably hear each day:

  • Customer says, "I Don't Know What I Want" — Possible Response #1: "If you did know, what do you think it would be?"

  • Customer says, "I Don't Know What I Want" — Possible Response #2: "I understand. What are you sure you don't want?" If you start backwards and figure out what they don't want, you have a chance of finding what they do want.

  • Customer says, "I Don't Know What I Want" — Possible Response #3: "Excellent. What brought you to my website today or got you searching for homes?"


Training Summary

When a customer tells a salesperson that they don't know what they want, that's either not true or they lack information. You need to have ready responses to better handle this comment in order to make more sales.

"We Empower Powerful Agents" - #BMP Network