YesTalk-204 - How to Handle Coronavirus Objections

Welcome to Kevin Ward's yes Talk for Realtors. This is Kevin Ward.

Handling the objection in order to get the appointment. Probably the number one question that I have received from real estate agents over the last three months has been how do I handle the coronavirus objection. And that is somebody who says, well.

We'Ve decided to wait to sell our.

House until after coronavirus has passed and so forth. And so I just decided, you know, what I'm going to do? Instead of just doing a training video on that per se, I'm actually going to share with you a part of a coaching call that I did recently with my coaching members on specifically how to handle this objection.

So you're going to actually get to.

Watch a part of that coaching call where I'm actually doing a role play of handling this objection. And in the middle of the role play, I'll break it down of why I said this, why I responded this way, why I asked this question, and so forth. Now, the basis of the script that we're using is if you have a copy of the book of yes, which a lot of you will do that, or you can go to thebookofyes.com thebookofyes.com and you can get a free copy.

Just pay shipping and handling and we'll.

Send it to you. But this is not to sell the book. This is just to give you a framework. If you don't have the script, you, it is paid on page 99. It is basically the we're taking our house off the market script or we're taking a break script. And so it's we've modified that script for the coronavirus objection. And that's what you're going to see in this, this next part of the video and that the clip from this coaching call. Now, there are three things that I want you to look for and watch for as you watch this. This next, this section of video one is it's about their motivation, not yours. It's about their motivation, not yours. In other words, your responsibility is not to try to convince somebody to sell their house so that you can get a commission check. It's not about you. It's about their motivation and also about their concerns. So that's first thing I want you to watch for. The second thing is the principle of connect before trying to convince. Connect before trying to convince. And that is first thing I've got to do is connect with them if.

They don't trust me.

And then I'm trying to convince them to meet with me or convince them to Sell their house. They're going to resist me because they know that I'm doing it for selfish reasons.

So if you are doing it for.

Selfish reasons, you're doing it for the wrong reasons. So it's first I've got to connect with what is their motivation, what is their concerns so that I'm connecting with them and let them know I hear your concerns and I can legitimately address their concerns so that I can actually help them get what they want. I'm not trying to do this to, you know, scoot around their objections so that I can get what I want. Okay? I generally want to help them get what they want. And when I help them get what they want, then you're going to get what you want, which is you're going to get paid, but you're putting their best interest first. So number one, it's about their motivation, not yours. Number two, connect before trying to convince. And then number three is that your job is to be a problem solver. Your job is not to over just run over them and their objection. Your job is to make, find out what they're concerned about and find a real, legitimate, no BS honest solution that actually helps them get the best results. Now this video that you're about to watch is just part of that coaching call where we're handling the objection in order to get the appointment. We do not get into everything about what you would do in the listing appointment. That's a different training. That's a whole different conversation. But this is designed to help you get past that objection on the phone or in setting the appointment so then you can get into a meeting with them so that now I can work on helping them understand how we're going to be able to sell their house with our coronavirus protocol, which you should have, that should have been trained to you by your broker or somebody in your, in your area that's trained you on how to be able to show a house safely and sell a house safely so that people's health are not at risk. So based on all of that, I hope you enjoy this video. We're gonna click to it now and then I'll be back at the end of that video to wrap it up.

Now we're specifically talking about the objection of, well, I want to wait until after all of this has passed. I want to wait till after the coronavirus is all this kind of situation is over. Okay? That is the objection that we're dealing with today. Now we have to address their concern. What is the concern?

Safety.

This concern Is safety.

The concern is coronavirus. I don't want people coming into my. I'm concerned about people coming to my house or my wife is concerned. So we have to be empathetic and connect with their concern and not act like we've disregarded it. Okay, so now we've got to insert something here. So I'm going to just kind of play this out and I'm going to play with Kevin. So I'm going to role play this with Kevin and I'm just going to throw this in as it feels natural to me and then we're going to hack it. Okay. Because I've never done this before.

Okay.

I've never prospected during coronavirus. So we're going to break this down. So, Kevin, throw me your concern.

So, you know, I, I would like to do it sooner, but, you know, my wife is concerned about letting people into the house and we're not even sure if they're gonna be wearing their gloves and masks. Like. Yeah, like they say. Yeah.

So it's just. You guys are concerned about safety, right?

Yeah.

Yeah. And totally makes sense. So, so let me ask you this. If, if you had sold the home, where were you planning to go next?

I was planning. We were planning on going up to New Hampshire because we get a lot more land over there.

Okay, so you guys are planning to move to New Hampshire mainly to get some space, some more land. Sounds like awesome. Good for you. So how soon did you want to actually be in New Hampshire? Ideally, if this whole coronavirus thing hadn't come along.

We wanted to get in. We wanted to be up there before, you know, the summer ends to get a little more of that, that weather up there.

They get some of the good weather before the nastier weather sets in. That makes that total sense.

Yeah, I got it.

So tell me now. I'm gonna switch guys. So what have I just done? Let's break this down.

Motivation.

A confirmed motivation. So now I know what they're excited about, right? What they. And I know what they're not excited about. They're not excited about safety. People coming in their house. What they are excited about is getting New Hampshire. They want to get more space and they, they would like to get there during summer. So they still have some, you know, some long days. They, the weather's still nice. They want to get there before it gets to the middle of winter. Ok, so now I know their frame. Ok, now as I'm thinking, what am I processing? Well, I'm processing. We've got. When does flu Season start. Guys, these are things. If you're in the game, you got to be aware of this stuff. When does flu season start? Around October. Now colds and flu season start. So now we have this possibility of viruses and all this stuff get worse, which means that's when coronavirus could become more of a concern again. So if they're going to move this year, it's going to have to be between now and the end of September, because I know their fear. Their fear is coronavirus. Their fear is getting sick. Legitimate fear. So now I got to be completely relate to them. So what was the first thing that I did in the very beginning of this conversation? When he told me what the fear was? Acknowledged it. I acknowledged it. So you're. You guys are just concerned about safety and you don't want to get sick, Right? That makes total sense. I'm not downplaying or dismissing their pain or their fear. I am totally acknowledging it. I'm validating that their fear is legitimate. Okay. I saw. I mean, I'm in a lot of. I'm in a lot of Facebook groups.

For real estate agents.

I saw somebody asked, you know, this is the objection. They throw this objection out. We want to wait till after the coronavirus. And you say. And then there was like 75 stupid answers. And most of the stupid answers are because they totally dismissed the concern. Okay. And they start going into the market's going to collapse, and you're going to, well, you know, whatever. Well, if you're not motivated, it ain't going to matter.

So we're not going to, you know.

We don't need to meet. I mean, it was just stupid stuff like they want to move. They want to move to New Hampshire. Now, I don't know yet for sure if they're truly motivated, but I'm never going to know if I act like I don't care about them or if I jump to conclusions. Is everybody clear on this?

Yes.

So the first thing that I have to do is connect. So everybody write this down. I've trained this for years. Connect before trying to convince. Connect before trying to convince. Connect before trying to convince. Connect before trying to convince. When I try to convince you something before you even knew who I am and I care about you, you're gonna resist me? So what's the first thing I got to do? You got to know and believe that.

I actually care about your work, your concerns.

Now I just want a commission check. I don't care if you guys get sick stuff. Your problem, not my problem. Yeah, I Just need you. Do you want to sell? I'll sell it. I'll make money and get you guys out of here. Whether it's in a hearse or in a moving truck, I don't care. See, that's how they feel sometimes. And not going to win you many people, right? It's not going to win. It's not going to inspire a hire very often. So the first thing I got to feel is that you get it. I totally get it. Okay. I totally get it. And it has just, you know, and it has wreaked havoc. I mean, it's been crazy for the last couple of, you know, last few months. I totally get it. So now I'm acknowledging that. Okay, so now let's pick up with. So it sounds. It sounds like you guys are definitely still wanting to go to New Hampshire and get more space at some point in the future, correct?

Yeah.

Okay, cool. And you are going to sell this house before you make that move. Is that correct? That's right. Okay, cool. So it's just a matter of whether to do it now or at some point in the future, whenever you feel like the time is right. Is that correct?

Yeah, that's correct.

Okay. And your biggest concern is coronavirus.

Yeah.

Okay. So now if I don't. So here's a couple of ways it's.

Going to go, guys.

So at this point, if I don't.

Feel like I have really clarity about.

What their main fear is about coronavirus. So what are the possibilities here of their fear? Well, one, they could be afraid of getting themselves getting sick. They said, you know, and he said, when people come in, I don't know if they're gonna be wearing gloves. I don't know if they're gonna be sanitized and all that kind of stuff. Okay. So that he's worried about them coming in, bringing in germs and then being contagious and him and his wife catching it. So now I already know that. But let's say that he hadn't said any of that and just said, we're gonna wait till after all this passes. So at this point, I would ask this question. So tell me, what are your biggest concerns about the coronavirus and about our circumstances right now that makes you wanna wait?

Well, now that you ask that, I have three kids here and my wife is concerned that, you know, with all these people coming in, they're going to be. There's going to be a lot of germs all over the surfaces.

Yeah, I totally get it. So you have three kids and your wife and you guys don't want to come. Everybody gets sick. That makes total sense.

Right?

So see, now I've even got more information from it. Now, is that going to be everybody's concern?

No.

Some people are concerned because, hey, I've heard that buyers aren't buying. I've heard that, you know, it's hard to show a house or I don't want, you know, it may just be. I don't want to have a bunch of people coming in the house. I don't want to do open houses. It's going to be articulated in different ways. I'm concerned that we're not going to be able to get as high a price right now. So I need to know what is he concerned about? Okay, so let me ask you this. Now I'm going to. What is my job? Problem solver. Everybody clear? My job is problem solver. So now I've got to. I've got to create a solution for this guy. What's the most important thing right here?

Motivation.

Their motivation. That is all that matters. The most important thing here is motivation. Do they want to move soon? How bad do they want to move? Because if their motivation to move is lower than. Than their fear of getting coronavirus, guess what's going to happen? They're not moving. So the question is, can we make. Is their motivation high enough that we can get their fear of coronavirus lower than their motivation to move so that they go like, yep, let's do this. Okay, cool. So let me ask you this. If there were a way that we could safely get your house on the market and get the right buyer in there who would pay fair market value, give you a good price on your home, so that you guys could go ahead and get to New Hampshire before the end of summer. If there's a way to do that safely without risking your family's health, is that something you guys would be excited about?

Yeah. It does not sound like we'd be excited about.

Awesome.

Now, have I solved his problem? Yeah. Have I solved it? No, I haven't solved it. All I've done is if there were.

A way for your health to be protected.

Do you still want to move before the end of summer? I've gone from their concern and I've measured it up against the motivation and said if we could take away this motivation or take away this concern is the motivation to move sooner rather than later. There. Now, the beauty of this is I still have a whole lot of ammunition that I have not had to use. Like, why they should do it now rather than wait. Because if they wait till after coronavirus hits, it's going to be next spring at the earliest, before people's coronavirus concerns are no longer major considerations. Because you got winter coming, you got higher. You know what we call cold and flu season? We call it that because viruses are more active in cold weather. It's just the way it is. So I know it's going to get worse and they want to be there by the end of summer. Well, now it's going to be cold and it's going to be like this. Why? This isn't the time we wanted to move. So we're going to wait a year, which may be okay. That may be their best thing. And I may just put it on my personal circle 18, build a relationship with them. But if, based on what he said, we could get there now and do it before the end of summer in a way that protected my family, then we'd go, okay, cool. Why don't we do this? Why don't we set up a time to get together and just take a look at the options? We've set up entire protocols to help protect our clients from the risk of getting sick. And I want to come. I think it'd be good for us to sit down and take a look at your situation and your family situation and see if this would be a good time and a safe time for us to help you guys get your home sold and make a move to New Hampshire. How would that sound?

Yeah, I'd be open to looking at the options.

Awesome. So I could come out. I could come out on Monday around 4:15 or would around 5:15 be better for you?

5:15 works better.

515. Okay, cool. So I will look forward to seeing you and your wife on Monday at 4. At 5:15. Okay. Now I'm going to pre qualify. Before I come out, I need to get a little more information so I can do my homework. Do you have a couple minutes? So I'm going to go to now the seller sheet and I'm going to pre qualify them. I'm going to probably ask a little bit more about the situation and just get a little more information. But what did I just do? I just said, hey, let's just have a conversation about this system. Now what I got to know is what is your. What is your coronavirus protocol, which we trained you guys on already? What is your coronavirus protocol? And your brokers should have done training for you guys in your market and all that kind of stuff. So you should have a plan that makes families safe and that reassures them that we make this simple. And all I did was I acknowledged I did not downplay their fears. I acknowledged their fears. I validated their fears and I validated their motivation. And now we're just measuring, can we overcome this fear to to do it now? When's the best place to do that? Face to face? Because now I can build a relationship and because their motivation is there, I can lead them to actually make a decision.

That's it.

I hope that was helpful for you.

And that that will help you have confidence in your conversations with prospects and with seller leads, that you can help them have the confidence to meet with you and set an appointment. If you have questions or comments, what is your feedback? How are you handling it? Are things that you are doing differently or things that you maybe are working for you? If there are, post those down in the comments below. Ask any questions you've got. If this video was helpful for you, make sure you give it a thumbs up and subscribe to the channel. If this is your first time here, play to win and always expect yes.

Hey there, it's Kevin.

I hope you enjoyed today's podcast. Are you tired of getting no after no? When you're out there trying to get listings and trying to inspire sellers to say yes to you, then I'd like to invite you to download a free copy of my no BS listing presentation. This presentation will guide you through exactly what to say that will have motivated sellers saying yes to you over and over again. Stop getting stumped with skeptical seller objections.

Or the famous we need to sleep.

On it, eliminate the resistance and have sellers ready to hire you and give you the listing before you even finish your presentation. To get a complimentary copy of my proven listing presentation, go to yes masters.com download again. That's yes masters.com download to download your free copy today.