It seems as though every internet lead received a memo on what to say to get you off the phone.

“I’m just looking.”

“I already have an agent!”

The funny thing is we get angry with leads who say “No, I am just looking.” But let me ask you this question. What do you do when you walk into a retail store and the salesperson says, “Is there anything I can help you with today?”

Exactly. You say “No thank you, I’m just looking!” Why? Because you don’t want to be sold to, right?

Calling leads is no different. We just have to get a little more information and focus on the details and we can overcome objections like this. In this article, I am going to tell you exactly what to say to overcome this and five more common buyer objections.

1. “I’m Just Looking—I’m Good.”

Man Explaning on the Phone

This is the most common objection inside sales agents (ISAs) hear.

There are several ways the conversation can go, but remember, the most important objective is to find out where they are in the process of making a move.

The best way to achieve this is to keep asking questions. Here are a few key questions to get more information from your lead and deal with their objections before they come up.

Notice the focus was finding the time frame and reason for the move. These two points are the most important because it helps the lead tell their story, and everyone secretly wants to tell their story.

We need to know their pain (the reason for the move) and also understand their urgency (if any), as well as the timing and reason for the move to qualify the lead based on priority.

Let’s take a look at that same conversation if they had answered your question about future plans differently:

Can you see the difference between conversations and the priority of nurturing a lead? The more questions you ask, the more layers of the onion you are able to peel back to know how and when to follow up with them.

Of course, this was just a hypothetical conversation. Here is an example of how I handled the “I’m just looking” objection on a recent phone all with a lead:

2. “I Already Have an Agent.”

Woman Getting Worried

This is my favorite objection! Of course, if they are angry or impolite right away, I just let them go with an: “OK, thank you!”

However, most people are not angry or impolite right away. Here’s how that conversation usually goes:

Now if someone says “I have an agent” right away, it may go much differently. My favorite go-to line for that conversation is:

Agent: Great, I don’t want to step on any toes, but I do have to sleep tonight. It is 2022 and it seems as though everyone has their real estate license. Are you 100% certain the agent you are working with is protecting your future investment and doing everything they can to be proactively looking for a home for you?

Try it! You will be surprised at the responses

Please remember just because they say they have an agent, it doesn’t mean they really do! Ask questions like they are doing business with the worst agent in your market and you have to save them from a bad experience.

Here is an audio recording of exactly this conversation, and my agent followed up with me after this call and said she had a buyer agency agreement signed the next day! Success!

3. “I Just Want to See This One Home.”

Man Talking to a Taxi Driver

Don’t be the Real Estate Taxi Driver! These Zillow leads will be the death of you. They don’t understand the process when they request information and almost none of them know their phone number goes to multiple agents. They think they’re contacting the listing agent! It is the ISA’s job to educate and qualify.

Here’s how an “I just want to see one home” conversation usually goes:

The key to handling this objection is to take it away from them. What I mean by that is to make it clear there is no obligation, and that you are not forcing them into anything. Make it about them; convince them you want to protect their money and their future investment.

If they don’t see that, you probably don’t want to work with them anyway. Take it from me, the leads you force end up being your biggest nightmare and you can’t wait to say goodbye at the closing table.

4. “I Am at Work, I Can’t Talk Now.”

Man Getting Angry on the Phone

This one drives me absolutely bonkers. Finally someone answers the phone, AND they are in a hurry. There are a couple ways to approach this objection. Of course, no matter how you choose to handle it, just remember the most important objective:

Find out where they are in the moving process!

The last thing you want to do is to call someone back who may have NO intentions of making a move.

Here are my two favorite ways to handle this objection:

Agent: Oh, I am sorry, when can I call you back, or can you text?

My second approach relies on the assumption that if they can answer the phone, they can answer a few quick questions:

Agent: Gosh, I don’t want to keep you, I just wanted to know if you were planning a move in the next six months to a year? One last thing, I have your email address as _____________, is there anything specific you want me to set up before we talk again?

5. “I Just Wanted to Look But I Had to Sign Into Your Website to Look.”

Woman in Front of Laptop

Leads get really aggravated with the process of having to register to look at homes. Remember, most don’t understand the process. So don’t fall into their unhappiness or feel guilty for capturing their information. Just go with it and have empathy for them.

Lead: I don’t want to talk to anyone, I just wanted to look at homes.

Agent: I totally understand, I know it is frustrating. But guess what? Now you don’t have to take another call because we are talking now.

OR

And there you go. It is really not difficult to shift the conversation off the negative. Just roll with it and empathize with their frustration.

6. “I Am Just Looking to See if There Is Anything I Can Afford.”

Telescope

The main objective with these leads is convincing them to meet with a lender ASAP. You can show homes all day long, but if they don’t have any buying power, what’s the point? Here are a few strategies to do get them interested in talking to a lender:

Here is a great example of a call helping her understand the process and how to get them talking to a lender before seeing a home. Qualifying and setting expectations is the key to a successful close.

Bonus Cold Calling Video: Asking the Right Questions Will Get You Everything

Don’t be afraid to dig deeper with questions and have real conversations with leads. Everyone wants to look at homes, but you don’t have time for that. I wanted to share this conversation as an example of just having fun with leads and have a conversation like you would with your friend.

My favorite questions:

  • If I had a magic wand and everything aligned perfectly, what would a move look like for you?
  • What has to happen for you to make a move?
  • What are your future plans?
  • If I could make something happen for you that met your expectations, would you move sooner rather than later?
  • What can I be doing for you in the meantime while you are educating yourself on the market? What is most helpful for you to know?

Here is a live conversation of a lead that truly is a ways out from a purchase and how to dig a little deeper.

Over to You

Have a buyer objection you’re not sure how to handle? Let me hear it in the comments! I’ll tell you how I’d handle it.

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