Agent Recruiting Presentation

1
Hedges Real Estate Inc.
Introduction to Tape 8 Managing Resistance
Commission Objections
2
Major Points

• Three categories of resistance
• Objection Follow steps to respond.
• Thats a good question Ill see if I can find
  out. Take note.
• Doubt-disbelief You need more evidence.
• Indifference no urgency. Increase their
  urgency.
• Take steps of responding to any resistance.
• Pause see if they react to the pause or drop
  the objection.
• Acknowledge take notes.
• Restate (I understand that you feelIs that
  correct?)
• Isolate other than that, how do you feel about
  this house
• Question how do you feel that you could deal
  with it? How important is that to you?
• Answer if important. Do the research, make the
  call etc.

3
Major Points

• The BIG one the Commission Objection
• Learning to overcome this will save you .
• People usually just try, so dont give in.
• You work hard, this is an expensive business.
• We help sellers get a higher price by creating
  the market.
• You deserve to earn a good fee on each sale!
• If you cut your commission once, youll do it
  againdont.
• Overwhelm them with confidence. Be so good that
  they are embarrassed to ask you to cut your
  commission.
• Use pre-printed listing agreement with commission
  printed.

4
Answers to Commission Objections

• It would be unethical for our agency to reduce
  the fee for you while we have charged the full
  fee to hundreds of sellers this year and many
  years prior.
• A 5 commission a 33 reduction in agents net.
• 3 offered to selling agent, so listing side
  drops from 3 to 2.
• Run an MLS search showing what almost all the
  other sellers are offering as a commission.
• 7/11/2003 40 at 7. 475 at 6. 4 at 5.
• Guess which properties sell first?
• If you were an agent, which one would you sell?
• Sellers net more that sell fast at full
  commission.
• Will you cut your commission?Answer Im
  sorry, I cant do thatNo.
• You dont pay me until I get the job done.
• We dont want to cut any of our services to you
  to discount.
• If another company cuts their fee, wouldnt they
  cut your price?

5
Importance

• Most transactions encounter objections.
• You must have a plan for responding to them.
• Youll have the security and peace of mind to
  respond to these situations when things get
  tough.
• Practice your presentations your responses to
  objections. Most agents dont, so this will give
  you an edge over the agents who dont prepare!
• Good news many times you dont even really need
  to answer objections? Whythe video tells us
  more

6
Key Ideas

• When people have objections, it usually means
  that you need to do a better job of educating
  them about the process or situation.
• Dont take objections personally. Help them work
  through it.
• Follow the steps to overcoming objections.
• When it comes to commissions, be ready to work
  hard to preserve your commission. You will be
  doing a lot of work throughout the transaction,
  so dont let a weak moment allow you to agree to
  a reduced commission.
• Agents that tell you they dont care what the
  commission amount is are LIARS!

7
Managing Resistance Commission Objections
Video 50 Minutes