Syed Faizan Shahid

agent at Ultimate Properties

how do you overcome "i need time to think about it" objection?

ever since my exams finished i went straight to work,

my boss gave me the data sheet with like 500 numbers of owners

in my country cold calling isnt allowed

we just save the number and message them

surprisingly from just 100 contacts i got 3 clients

today was my 1st day of reviewing

showed the property to the client and its actually such a good unit

he was impressed and asked me to negotiate with the owner a little

which clearly means he is considering the property

lets get to the point

i dont wanna be pushy

but i did ask, like almost every realtor

"so what do you think"

client " its nice"

" so shall we proceed"

client-" i need some time to think about it "

i know sales is a game of patience but ...i dont know

its almost a 600k $ property so they need to think it through and i should wait

or should i have said something ?

help.

📞 Cold Calling

🏠 Real Estate

🙅‍♀️ Objections

10

25 comments

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poweredbycaffeine

WR Lieutenant

9

☕️

You’re lacking permission to close this client.

Before going in, are you talking about 1) budget 2) what they need to see or have in order to say yes and 3) what will prevent them from making the offer?

As someone who has been house shopping for a year, I know exactly what I want and expect in a house—so much so that if my realtor finds the right place I can say yes sight unseen.

You are lacking permission because you lack the data points and trust of the client. Both take time to collect. Go back to this point and make sure you do it for all clients going forward. Oh, and learn what a liar is and call them on it.

oldcloser

Arsonist

8

💀

No silver bullet from here. No phrase that pays. No magic dust. @poweredbycaffeine has nailed it. In my words, you haven't earned the right to ask for the order when you hear this. You have not established a solution to their problem. And you haven't convinced them of the value they get when they do business with you.
But, if you're looking for something to say - to keep the conversation going - you could use this:
"Uh oh, when I hear this, I know I haven't done my job. Level with me. What did I miss"? Or some variation...

bonez

Politicker

5

Account Executive

That last line humanizes the whole situation and cuts out so much bullshit. I've had to say something similar and honestly it helps you learn a lot. Had a deal that was stalling at the end with the "let's think about it" phrasing and sure enough the prospect was worried about another rep on our team they had talked with a year ago coming in.
They really disliked him and wanted to make sure he wouldn't be part of the account management process but didn't want to say anything to me just in case we were buddies - we weren't.
All in all, if you get to this point and need an out, that phrase can work wonders.

wolfofmiami

Opinionated

1

🐺

I’m assuming he did all of this and he’s just getting stuck on getting a firm commitment right then and there to make an offer

poweredbycaffeine

WR Lieutenant

1

☕️

I’m assuming he is a 22 year old kid with no experience or training. M

0

agent

19

1

agent

i had a client like this which i blew due to my lack of real estate word knowledge, long story short, he was ready to pay if i met his requirements, i found a unit through another agent, she told it was under offer i thought it was vacant and i messed up, i will spend hours training and doing scripts, love you for this amazing feedback.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

You should be doing more discovery prior to asking that question. Ask about timelines and major motivators. If you’re asking the right questions they will volunteer everything you need to know.

0

agent

true, i should see what they see as valuable.

CuriousFox

WR Officer

2

🦊

Are you talking to the decision maker or to someone that has to take your information to the decision maker?

0

agent

both the client & the decision maker ( his wife ) were present

wolfofmiami

Opinionated

1

🐺

Okay you need some training: 1. Change it to can “can you see yourself living here” or is this the style of house you were looking for or for your budget, here’s everything you wanted in the neighborhood you wanna be in, I think we should make an offer at 550 inventory is low, homes are going quick. Would you be comfortable making that offer today. Ask better questions than so what do you think

0

agent

i find this very simple and effective , thanks

wolfofmiami

Opinionated

1

🐺

2. How to respond to I need to think about it “I completely I agree, I’d have to think about to, what exactly are you going to think about?” I have to Think about it isn’t an objection. “Buyer, the only 3 reasons I see people that need to think about it is because A. You don’t trust I can get the job done and that’s my fault if I lead you to believe that, is that the case here? B. The price is too high and you can’t actually afford it, but I don’t think you’re a liar, but is that the case. C. You just don’t trust yourself to make a decision and that means I didn’t provide enough value on the neighborhood and the community that you’re gonna raise your family in and that’s my fault. Is that the case ? No then okay great well let’s make an offer, just because we make an offer doesn’t mean we have to buy the house

0

agent

i asked him this in some variation and he said it was the price,but i dont fully agree to it, if he really liked it he would get it either way, i hadnt shown him the value to doing business with me.

wolfofmiami

Opinionated

1

🐺

The other thing you can say hey I totally agree you need to think about it, but is it actually thinking or making a decision - I tell you to think of an elephant you’re gonna think of an elephant. So it’s actually the decision to buy this house and so what information do you need in order to make that decision and I don’t care if it’s this house or the next, but that I know the information to present to you in order to help you make that decision

0

agent

im gonna use this next time for sureif i find out what consumers actually want and provide that , im sure the deal is pretty much done.

0

Ambassador and Member

Hi, in any given sales environment. one element of good sales approach is the ability to understand the requirements, constraints and evaluation criteria of the potential buyer. Ex: reason he may have said i need to think about it could be

1.(Requirements) it meets majority of his requirements as oppose to all of them and hence he is looking at the opportunity cost element of it and whether there is something else out there that meets his needs.

2. (Constraints) it could be that he currently is short on cash or evaluating potential financing approaches.

3. (Evaluation Criteria) ex: need consent from Wife, Family and or business if it is a commercial asset.

By doing proper discovering and asking open ended questions ex: what are your requirements? What do you foresee as being some of the constraints in coming to a positive conclusion with regards to this deal? what are some of the evaluation criteria you most value in any given investment you make? who are the other stakeholder involved in such a decision. these are some examples. Selling B2C is different than B2B but nonetheless this is a big commitment of an investment has decison will almost never be that easy unless you truly understand their needs and urgency factor behind it and tie the offering to their needs and expectations with a grasp of when is the perfect timing for them to take a a final decision.

Hope this helps. Wish you the best of endeavours for this deal and for the year.

poweredbycaffeine

WR Lieutenant

2

☕️

SalesGPT or regular ChatGPT?

-2

Ambassador and Member

Wow, I wrote that comment with thoughtfulness and care. This is one of many of my posts i have participated in and comments i have made. If you genuinely cared for the ethics of the platform you would have checked my consistency in responses.

Look at my profile, my linkedin, my approach and rational and my experience. Whilst i understand you may care for the integrity and quality contribution in this platform (if so i honour and appreciate you) it is such an effortless and lazy comment you made. Resilience is the name of the game. I just hope my comment helped the original poster.

Hope you can take the above feedback as a genuine one. Wish you the best for this year.

wolfofmiami

Opinionated

0

🐺

Nobody says endeavor unless if it was a robot

0

Ambassador and Member

I am from Italy. I speak a decent english but these types of nuances is something i am learning. Will be sure to not use that word when wishing someone the best. Thank you for your comment, definitely helps give context.

wolfofmiami

Opinionated

0

🐺

Aaaahhh that makes more sense so is Pizza Hut or papa John’s better ?

0

Ambassador and Member

Neither hahaha pizza from Nonna Teresa

wolfofmiami

Opinionated

0

🐺

Bring me some! And if you know any attractive women who are around the age 23-26 that barely speak English and in Miami or willing to move to Miami. Greatly appreciated

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