Screen Shot 2018-05-21 at 11.22.48 AMBuying a home is one of the biggest decisions people encounter in life, so it’s no surprise that this process may come with hesitation.

So, what do you do as a professional to effectively handle client objections?

This is a question that comes up a lot because there’s a fine line between coming across as pushy and just not communicating.

To help you out with scenarios like this, we created a list of common objections and some potential responses.

The client says “I need to think about it.”  

This is a common statement. Buying a home isn’t the same commitment as buying a new pair of shoes, so it’ completely understandable. Most people need time to process making a big decision.

  • Ask “What’s the biggest thing holding you back?” This is a great question because it isn’t a ‘yes’ or ‘no’ type question and invites dialogue.  
  • It also allows the client the chance to express fears or questions that you can address, which should make the process less scary or intimidating.

The client says “My wife and I need to talk more about this.”

Again, this is totally understandable statement. If the home is being bought by a couple, they both need to be fully vested and agree on the decision, but there are some helpful things you might say.

  • Ask “What do you think your partner might not love about this home?” 
  • Another non- ‘yes’ or ‘no’ type question and invites dialogue, allowing you to uncover potential reservations the partner might have. With this knowledge, you can help address those concerns head-on.

The client says “Yes, but…”

It may be a for financial reasons or because the home doesn’t meet their specific criteria. There is only one way to know the reasoning – ask!  

  • Ask things like “If the price were lower, could it feel like a better fit?”
  • This type of question will allow you to get to the root of the reluctance and provide meaningful feedback in addressing fears.

Of course, there will often be objections that are just out of your control, but many objections may simply be rooted in fear.

Serving as a trusted resource who provides meaningful feedback and listens will help reassure the client that you are there for them and the protect their best interests.

We hope that you found these quick tips helpful! Of course, if you have any questions or are in need of escrow services, please contact us. We are here to help you!