In today’s episode of the Live UNREAL w/Glover U Podcast, Jeff is joined by Realtor and Glover U coach, Justin Ford to talk about holiday, seasonal and covid-related objections, and to give you the handlers that have been working for us in the market. 

 

Right now we’re hearing a lot of objections around getting ready for the holidays, selling a home in covid, and waiting till Spring. Instead of taking these objections as the client dismissing us, we should welcome objections and use them to put people at ease and lead them to a solution. 

 

How we handle those objections can show them how equipped we are to deal with their concerns and help them sell their home in the safest and least stressful way. 

 

In this episode, Jeff and Justin go through multiple scenarios and objections, and share the approach we need to take to facilitate the right conversation. 

 

We also discuss; 

Handling covid-reated objections. 

How to help buyers take advantage of a higher demand. 

Why we should never disagree with an objection and what we should do instead. 

 

Quotes 

 

Our scripts are updated every single year because we’re practicing and using them every single day. -Jeff Glover  

 

When you agree with people initially, they tune into what you have to say. When you debate or defend, they tune you out. -Jeff Glover  

 

Key Points 

 

Many people are putting their plans to sell on hold and waiting till Spring. This means there’s a substantial decline in inventory during this time, making it a seller’s market for the people choosing to sell right now. Waiting till Spring means there’ll be higher competition so our home can’t fetch less. 

A Fall/Winter transaction can actually be good for sellers. They can put their home on the market when there’s less competition, and they start shopping for their new home in time for Spring when the inventory starts increasing. 

The big reason sellers are choosing to move forward with the transaction is the opportunity to get more money in their pocket because of the demand created by a low inventory market.

Before we handle an objection, we have to validate and acknowledge where they are coming from and what they are feeling. Never say “but” or “however” when you get an objection. Instead say “...and have you considered”. This is the polite way to challenge someone without offending them.

It’s important not to be pushy. Our goal should be to make them comfortable, make them feel heard, lead them to a solution, and show that we’re equipped to deal with their concerns.  

When you agree with people initially, they tune into what you have to say, when you debate or defend or make them wrong, they will tune you out.