This is one of the most common objections that real estate agents here when talking to For Sale by Owners. “Bring me a buyer…and I’ll pay you a commission.” The first key with objection-handling is to be able to respond in a straightforward, no-BS way that communicates confidence and that does repel them. A cardinal rule of prospecting is to never make the seller wrong because that only causes resistance.
So when a FSBO gives you this objection, the first thing is to affirm that finding a buyer is what you do. Here is the script to respond to “Bring me a buyer…”:
“Bring you a buyer. Great. Because that is what I do for a living! …So you are willing to pay a real estate agent that has a buyer, correct? Excellent.”
Most For Sale By Owners are willing to pay at least some commission, and they're willing to pay to a buyer's agent.
One thing you should never do is pretend that you have a buyer.
#1 Because it BS. Unfortunately, a lot of agents have to taught to respond by pretending you may have a buyer. If you had a buyer, this would not be an objection.
#2 Because it tricks the seller into thinking that their FSBO strategy will actually attract agents that have buyers. Their philosophy of finding a buyer is, "All I got to do is put my house out there on the market for Sale By Owner, and agents will bring me buyers.” You and I both know that agents who have buyers do not go looking for For Sale by Owners to find a house for their buyer.
Your response is simple and honest. You can even let them know, “I’m not calling because I have a specific buyer for your house, but what I do help find the best buyer for homeowners that want to sell.” Again, this is a no-BS conversation that keeps you from have to pull a Bait-n-Switch on them in order to lead to a conversation about listing the property.
And then you immediately continue your conversation following my FSBO script: “How much time will you take...before you might...decide to hire a strong agent...to...get your property sold...for you?” To download a FREE copy of my entire For Sale by Owner Script, CLICK HERE.
If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.