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Agent TrainingObjections training for real estate agents
What to say to "just looking," "rates are too high," "we already have an agent" and commission pushback. 6 guides from Brian Lee Burke, team leader of The Kenna Group at Keller Williams DTC, licensed since 2003, each with the short answer, the steps and a script for your client.
Already Have an Agent Objection: What to Say When a Lead Says \"We Already Have an Agent\"The already have an agent objection gets a short, warm answer: "Good. You should have somebody. I'll stay out of it. If anything ever changes, keep my number." Then mean it. Ask one polite question to learn whether they've signed, tag the record so the alerts stop, and set the right stage. Pushing earns complaints. Stepping back earns callbacks.How do I handle seller objections like 'will you cut your commission?'Never defend a number, never trash another agent, never argue the online estimate. Agree with the concern, ask the question underneath it, and bring evidence. Then ask for the next step.How do I talk about commission after the NAR settlement?NAR's settlement practice changes took effect August 17, 2024. Two big changes for agents who are MLS participants: offers of compensation to buyer brokers can't be made through the MLS, and agents working with buyers must have a written agreement with the buyer before touring a home (in person or live virtual). That agreement must state the agent's compensation in a clear, objective amount or rate (not open-ended), and the agent can't receive more than that amount from any source. Sellers can still choose to offer compensation or concessions outside the MLS. Commissions are negotiable and not set by law.Just Looking Objection in Real Estate: What to Say When a Lead Says \"I'm Just Looking\"The just looking objection in real estate means "don't pressure me." So don't. Agree, then get curious: "Totally fine. Most people start that way. What got you looking now?" Offer a saved search that sends the right homes, learn one or two things, and set a follow-up date. You win on conversation six, not one.Rates Are Too High Objection in Real Estate: How to Handle It Without Predicting RatesThe rates are too high objection in real estate usually means "I'm scared of the payment" or "I think I should wait." Find out which. Then turn the rate into a monthly number, show what seller credits or a buydown can do, and offer a next step: a 15-minute lender call or homes in a lower range. Never predict rates.Real Estate Objection Handling: A 6-Step Framework for Any ObjectionReal estate objection handling starts with knowing what you heard: a stall, a condition or a real objection. Run past stalls with one question. Nurture conditions with a date. Handle real objections in six steps: empathy, isolate, dig three deep, educate, repeat, then set the appointment. Agree, ask, be quiet.
