It is easy to get confused, sometimes you might not be getting the objection you think you are. Sometimes you are actually just getting a condition. 

So what is a condition?

Oxford Dictionary defines it as:

con·di·tion

/kənˈdiSH(ə)n/

noun

the state of something with regard to its appearance, quality, or working order.
“the wiring is in good condition”

Often times a condition, is something that is true. The reason that seller said they can’t meet you at 2pm on Tuesday is because….. They just can’t meet you at 2pm on Tuesday, they have a doctors appointment or just something else going on.

It is really that simple. They have something going or happening and what you are proposing just does not work right now. 

About 4 years ago, I had a seller I was talking to about selling his house. We met at the house, the husband and wife really liked me. They already were moved out and the house was vacant. It looked great! But they had a couple small unfinished projects, that probably would have been a big deal for buyers getting financing, but nothing major.

A few weeks go by and we set another appointment to put the house on the market. A few days before we were going to meet,  a storm blew a tree over on the roof of the house. The sellers fortunately had insurance, but it was going to take a couple weeks to get it all cleaned up and the roof repaired. They canceled on me. 

A couple of weeks later we schedule another appointment to put the house on the market. The husband gets sick and gets admitted to the hospital. They canceled on me again!!

Now for most agents, they would take these cancelations as the sellers not wanting to work with them and they are just wasting their time. 

I kept following up, I eventually listed their home. I sold it and made $5,000 in commissions. The people wanted to work with me, they believed in me and they were not jerking me around…. They just had something called “life” happening to them. 

Difference between a Condition and an Objection

The difference is a Condition is something that is real. It is valid and often can be quantified. An Objection is often nothing more than a smoke screen. Some story they are telling you today to get you off the phone or out of their house. 

What do you do when you get a condition?

You wait and you follow up. Normally the only thing that can overcome or cure a condition is time, concern and a helpful heart. Following up with the potential client because you care about their situation and you want to help them.

When you get a condition on the phone like “I can’t meet tomorrow at 2pm” don’t overthink it. Just ask another question such as “Will you be at work then?” let them answer and offer another time.