Question

You know, you're right, there are a lot of desperate agents out there and I'm a little concerned ... can I tell you why?"" (Yes) ""Do you own anything more valuable than this home?"" (No) ""Could you say that it is your most valuable possession?"" (Yes) ""If an agent is so desperate that they are willing to broadcast the fact that they don't think they have any value as a Realtor, then I'm confused."" ""Is that the type of person you want sitting across from the negotiating table trying to negotiate you a better price?"" ""We are talking about a person who has already admitted that he or she doesn't even see value in himself or herself ... "" ""Is that the type of person you want to represent you in the most valuable transaction of your life?"" (No) ""Good. If that was the case then I should not have even come over, considering I work 14 hours a day and my assistant works 8 hours a day to get your home sold and that's very valuable ... don't you think?"" Here's one for the top producers and I have to say something before I give it to you. The more conviction you have the less you will get objections like this. In fact, this objection is purely a function of a weak presentation ... If you sound hesitant, your prospect will begin looking for ways to exploit your weakness. I would interpret this objection as your prospect telling you ... ""I don't think you have any value ... so you better prove it to me.""

Top Agent Alternative: ""They may feel they are worthless. If they will reduce their price at the listing table, what will they do at the negotiating table? I will be tough and professional on both my fee and your price, particularly at the negotiating table.""
Top Agent Alternative:
""Commissions aren't negotiable with agents that sell homes daily. They are only negotiable with realtors who don't believe in the services that they offer. Now you told me you had to be gone in 90 days, right? You need a strong service agent that sells homes, right?""
What objection is addressed in this scenario, and how is it handled?
A) Concern about the agent's value and dedication.
B) "Commissions aren't negotiable with agents that sell homes daily. They are only negotiable with realtors who don't believe in the services that they offer. Now you told me you had to be gone in 90 days, right? You need a strong service agent that sells homes, right?"
C) "They may feel they are worthless. If they will reduce their price at the listing table, what will they do at the negotiating table? I will be tough and professional on both my fee and your price, particularly at the negotiating table."
D) "Our company wants to be sure your home gets sold, as you can see we are the most aggressive agents in town. When today can we get together?

Answer 1

The objection addresses the agent's value and dedication, highlighting the importance of choosing a real estate agent who is confident and firm in their negotiation skills, especially for significant transactions like selling a home.

Step-by-step explanation:

The objection addressed in this scenario is concern about the agent's value and dedication. The scenario outlines a dialogue where the value and negotiation skills of a real estate agent are being questioned. To handle this objection, a strong counterargument is presented, emphasizing that an agent demonstrating self-worth and conviction in their service is crucial for representing clients in significant transactions, such as selling their most valuable asset. Top producers suggest that an agent willing to lower their commission may do the same with the clients' property prices during negotiations, thus, it's important to have an agent who believes in their worth and remains firm on fees and negotiation.

The additional provided text exemplifies the straightforward and trust-based approach that should be adopted in professional relationships and the importance of setting clear objectives. It emphasizes that customers are not necessarily friends; rather, business is about creating profitable partnerships. It stresses the need for unambiguous agreements and the ability to resist manipulation by savvy buyers, highlighting the importance of trust and clear communication in business dealings.