This objection is popular among sellers around Christmas and Thanksgiving.

Here is how I would handle this objection

Seller: Call us back after the holidays.

Agent: Mr/Mrs seller. Let me ask you a quick question before I let you go. Do you all really need to sell your home? (yes) The reason I ask is this time of year we do not have as many buyers looking as we do in the spring and summer, but the ones that are looking are very serious. Plus inventory is a lot lower in the winter months.

(Make a weekly follow up plan for this lead. If you wait until after the holidays a lot more agents are going to be calling. You do not want them to forget you)

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We already have an agent

This is a common objection. I always feel like if it isn’t on MLS and they are attempting to do it FSBO, they more than likely do not have paperwork signed and probably do not have an agent.

I have had some cases where I would ask “who is the agent?” and they would give me a name that wasn’t in MLS or someone who wasn’t even in the business any longer.

This is an objection to get you off the phone, most agents never inquire any further. 

Here is how I handle this objection.

Seller: We already have an agent.

Agent: Fantastic, Who is your agent?

Seller: (let them answer, they might not even have an agent)

Agent: I tell you what, how about I send you over our marketing plan? You can look over it and compare it to theirs? There might be a few things you can steal from it, (haha) this plan sold (number of homes your office sold last year) homes last year. What is your email?

(follow up)

Often times I will follow up to make sure they received my email. Normally if they have talked to another agent, that agent does not have any written marketing plan. 

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This is my favorite objection for these reasons

1. They are offering to pay me. Maybe it isn’t what I charge, but they see value in my service.
2. These sellers are open to the possibility of working with me
3. They are super easy to set an appointment with

When you get this objection, you should get excited! At this point, you are just justifying your service and negotiating your commissions. I never negotiate commissions over the phone. Set an appointment as quickly as possible, ask for their email address and send your pre-listing package. 

Seller: We will pay you 3% if you bring a buyer.

Agent: Fantastic: Will you be home at 4pm today? 

Seller: (yes)

Agent: great I am going to stop by and take a look at your home so that we can see if we have a buyer for you. What is your email address? I want to send you some information on me and my team, so you know who is coming by? (send your pre-listing package asap).

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This one is great! Guess what, I don’t like to put gas in my car, but I don’t want to walk. I also don’t like paying a doctor, but I do know that when I have a health problem, I want to get well as soon as possible.

We need to focus on what they do want. They want to sell their house. Overcome this objection quickly and get back to your script.

Here is how I would handle this objection. 

Seller: We are not ready to list our house.

Agent: no problem, you do want to sell your house, correct? (let them answer)

Immediately go back to the next question on your script

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This is often nothing more than a smoke screen to get you off the phone. I would focus the conversation on “selling their house” rather than “listing” their house. After All that is what they want. 

Seller: We are not ready to list our house.

Agent: no problem, you do want to sell your house, correct? (let them answer)

Immediately go back to the next question on your script

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