Overcoming ObjectionsGetting through the smoke screens

• The fact is Real Estate Agents get a lot of calls from Loan Officers• The initial Objections you hear a NOT personal• These are the things they have learned will get them off the phone

fastest• They don’t know how cool you are……….yet

• But lets really start at the beginning• Your “reason” for calling• If you are calling “cold” you will hear these objections repeatedly until

you overcome them all • If you are calling “warm” you will still hear some of these objections,

but they will be easier to overcome• If you are calling “hot” you will likely not hear many of these

objections

• Cold – The person you are calling does not know you in any way• Warm – The person you are calling has received an email (class

invitation, video) from you at least once• Hot – The person you are calling you have met in some way (open

house, attendee, function)

• The deal is this –

• You can create referral partner relationships whether you begin by cold calling a list of people, or calling on agents who come to your presentations.

• The only difference is the time it takes -

• Most of you are in the Warm calling Zone• You have sent the people on a targeted list something• Some of you have sent videos• Some of you have sent Greeting Cards

• You will hear objections in the warm zone• But the great thing is they are just smoke screen objections• They can all be overcome• You just need to know they are coming and be prepared to respond

• Common Objection – I am already working with a lender

• This is the most used smoke screen• The agent knows that MOST lenders will tuck tail and end the call

• But you are not most lenders

Of course you are already working with another Lender. You would not have the awesome Real Estate business going if you didn’t. I am not looking to interfere with that relationship. I am just looking for an opportunity to get to know more about you and your business, and see if there are some things I can do to help you continue to grow it. If we get an opportunity to work together down the line great. If not I have gotten a cool opportunity to meet and get to know a great Real Estate business leader and hopefully help in your continued success.

Of course you are already working with another Lender. You would not have the awesome Real Estate business going if you didn’t. I am not looking to interfere with that relationship. I just want to get to know you better and more about how you manage your real estate business. Heck maybe I can be your second opinion guy or your renovation expert. Lets share a meal and just get to know each other.

• Common Objection – I am to busy to meet with you

• Agents who are less warm are most likely to use this• This is a brush off objection usually said without even considering it• There are several ways to overcome this

I can imagine with as awesome a Real Estate business as you have, you stay pretty busy. I would love to be a fly on the wall at your office some time and watch how you operate your business. I will call you another time and see if I can pick your brain about how you run such a successful real estate business. I will still treat you to the cup of coffee, delivery style. OR Are you to busy to eat? I’ll meet you for Breakfast or lunch on your schedule. We can get to know each other while we share a meal. OR I can appreciate being busy. I would love to pick your brain about what you are doing that is keeping you so busy. I will call you another time to see if you are a little less busy

• Common objection – I only work with listings• They may truly believe they do not benefit from a relationship with a

loan officer• But as you know a listing agent can be a powerful resource of leads• The objection itself tells you how to overcome it

I can appreciate that. I have some very cool ideas that can help you get more listings. I would love to treat you to cup of coffee and share with you some of the cool strategies for winning more listings. OR Ok, so you deal directly with the sellers. Some friends of mine have shared with me some very cool ways to win more listings. I would love to get your opinion on if they would work here or not. Let’s share a meal and I can go over my listings getting strategies with you.

• What are some other objections you are hearing currently?