Have you heard the news? Keller Williams has crowned a new ‘Clash of the Closers’ champion: Elizabeth Raines of Keller Williams Realty Preferred. In order to claim her crown, Raines went head to head with KW Atlanta-Roswell’s Aubrey Bailey, who delivered two winning conversation templates before his final showdown with Raines.
While this series has been entertaining, it has also served its educational purpose among agent viewers. “We are asking that you reaffirm the importance of having conversations and knowing what to say next so that you can represent your customer not to the best of your ability, but to the best of all abilities,” Jason Abrams, kwx head of industry, says. He adds that in the current landscape, bigger agents and larger teams are doing more transactions. “If you’re out there and you’re asking the question why, let me give you the answer. They’re providing a more reliable experience and they’re answering the question: What does the consumer want most right now? If you woke up every single day and asked that, it wouldn’t matter if you sold zero homes or 10,000 – you’d be a heck of a lot closer to selling the next one.”
So, as you arm yourself with invaluable objection handlers for the current climate, don’t forget to put yourself in your clients’ shoes and come with a solutions-oriented mindset. And, don’t forget to let us know which of these handlers was your favorite in the comments section below.
BUYER: I don’t have enough money saved up, and I don’t think I’ll qualify for a loan.
Aubrey Bailey, KW Atlanta-Roswell: <Buyer name>, first of all, thank you so much for sharing that with me. In fact, this is something I’ve heard from a lot of my buyers lately who had the dream of homeownership, but just felt like it was a little bit outside of their reach. From our conversations, I can really tell how important it is for you to buy a home this year. And listen, I have some great news for you. Can I share it?
Bailey: Awesome. <Buyer name>, right now there are currently more than seven different down payment assistance programs available in the area to help potential home buyers just like you get into a home. I’ve helped so many people do this over the years. I’m curious, if I was to help you find a program that’ll help you with the down payment, in a loan that you qualify for, with a monthly payment you feel comfortable with, would you buy a home now?
SELLER: I get these postcards in the mail from the same Realtors all the time. I should probably just hire one of them since they must be the neighborhood expert.
Aubrey Bailey, KW Atlanta-Roswell: I appreciate you mentioning that. You are right, there are a lot of agents who are sending out postcards right now. <Seller name>, can I share with you why most sellers who knew a neighborhood agent ultimately decided to list with me?
Bailey: Wonderful. Listen, when you hire me, you’re not just hiring an expert in the neighborhood. You’re hiring someone who’s working with buyers from all across the city, the state, and the country. Experience has shown that what matters most is not the marketing that happens in the subdivision. It’s the marketing that happens outside of the subdivision.
You see, to the pool of our potential buyers, <seller name> here’s what I’m going to do. We leverage technology that we have access to and strategically identify the neighborhoods that your potential buyers most likely are moving from. In the market, when we’re working with these specific buyers, we’re going to find one who’s actually going to buy your home, not just marketing to this neighborhood. What this is going to do, <seller name>, is create more of a buzz, more showings, and more offers from the neighborhood agent will likely create, and ultimately net you more for you and your family. Which is what you want, right? To net more for you and your family.
BUYER: The whole homebuying process is just so complicated, and I don’t want to deal with it right now.
Elizabeth Raines, Keller Williams Realty Preferred: You know, <buyer name>, I can respect that. But here’s the reality. Homeownership is the proven path to wealth building. It’s just too important to put off. This is a critical time with historically low interest rates. This could be the biggest financial decision that your family makes. So, my concierge team is here to make it easy for you. We’re going to walk you through this process. We’re going to make it simple. We’re going to make it easy, and we’re going to make it enjoyable. But, most importantly, we’re going to stop building the wealth plan of your landlord and we’re going to start building your family’s financial future.