Kevin Ward's YES Talk | Real Estate Coaching and Success Training for Agents
YESTalk-43 - The One Question Behind Every Seller Objection

When a prospective seller throws an objection at you, it means THEY WANT TO WORK WITH YOU! There are not trying to attack you or destroy you.

They are begging you to be different than the average, incompetent agents they’ve seen. They are looking for someone that makes them feel safe…that they are in good hands when they list with you. They just don’t know how to tell, so they challenge you with questions and objections. But behind every objection is only ONE real question.

THEIR REAL QUESTION: Are you the best agent to give me the best results?

THE ANSWER: What do they need to answer the question? Confidence. That’s it. That’s all they want. They need to feel confidence in you and your commitment and ability to deliver the best results for them.

Where do they get that confidence? Primarily from YOU. They get it in the you communicate. They feel it in the way you show up…your preparation, your physicality, your tonality, your human connectivity. When you do what you say you’re going to do and show up when you say you are going to, their confidence in your grows.

Objections are not personal assaults. They are sellers’ way of identifying who they can trust to deliver the results. When you show up with that authentic confidence you can always expect yes.

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