Scripts Help You Handle Seller Objections Better
You already know this by now; if you want to be a successful real estate investor, you've got to find motivated sellers and then get on the phone and talk with them. And if you’re new to this business, making those calls be one of the most difficult and intimidating parts for any investor.
To top it all off - if you don't have a system in place that gets you the information you need on the first call, it can be a huge waste of resources.
So when that time comes - and it will come - that a potential seller says something or asks a question that you're not sure how to respond to - having a script in place is key.
How Scripts Help Combat Common Real Estate Objections
If you read my Seller Script post, then you know how important it is to have a seller script that you use every time you qualify a new lead. The more you use it, the more comfortable you’ll get with the questions you ask and the flow of the conversation.
You’ll start to notice that most seller conversations follow a similar pattern.
Even though every seller you talk to is different, you’ll see that almost every one will have some kind of objection during the call. And as you talk to more people, you’ll begin to see a pattern develop where more people object to certain questions, and other parts of the conversation are very easy.
Now that doesn’t mean you should stop asking those questions. In fact - quite the contrary. It just means you need to learn how to overcome their objections in order to advance the conversation to the next stage, and build more trust.
Here's My List Of 12 Seller Objection Handling Scripts
Seller Objection #1: I’m going to file bankruptcy instead.
Response Script: "I know bankruptcy can seem like an easy way out, but think about it long term. Bankruptcy will negatively impact your credit and severely reduce your ability to buy another home for years to come.
There are even some government jobs that won’t consider people who have a bankruptcy on their record. This is an opportunity to avoid this black spot on your record."
Seller Objection #2: I’m just going to let the house go and let the bank take it back when they foreclose.
Response Script: "I can understand how that can seem like the easy thing to do, but look. Letting the bank foreclose and take your house back is going to have a hugely negative impact on your credit and will significantly limit your options in the future.
Most people don't realize this, but even after the bank reclaims their home, many people who are foreclosed on still end up owing the bank money. On top of this, there can be tax consequences, you won’t be able to buy another house for years, and you may end up having to declare bankruptcy down the road."
Seller Objection #3: I’m going to try listing it with an agent again.
Response Script: "There are a lot of great real estate agents out there, but the market is very competitive right now and homes aren’t selling as fast as they once were. You also have to look at the numbers - how much do you owe, how much can you list your house for, and how much do you have to pay an agent?
Depending on when you bought your home, you may end up owing money at the end, after all that time and effort you put into photos, open houses, etc."
Protip: If you've heard of this happening to someone recently in a similar market, sharing that story can make a huge impact on potential sellers.
Seller Objection #4: I’m going to rent it out.
Response Script: "That’s a good plan if you can get someone who will pay enough to cover the mortgage payment, taxes, and utilities every month.
You will be in good shape if you can also find someone who is trustworthy and won’t treat your home like it’s a 'rental'.
But - and I have to be honest with you here - unless you're willing to hire a property management company, you're walking down the career path of landlord. Which is ok, if that's something you want to do.
This means you'll be expected to perform all of the upkeep and maintenance on the house, repair anything that breaks and you will still owe taxes on the property."
Also, ask if they owe any back payments to their lender. If so, they will be responsible for bringing the loan current and if they’re paying a mortgage and taxes (on their existing house), rent (on their new place), and maintaining 2 places, coming up with that extra money will be very difficult.
Seller Objection #5: I’m going to find someone to buy it from me and then rent it back to me OR I want to stay in my house.
Response Script: "I understand that moving out of your house and moving on is very difficult. And this sounds like a great option, however, I am not able to do this and neither are any other real estate investor because of your circumstances.
The lender’s guidelines won’t allow this type of situation to occur and, if they find out that this is happening, you will have more trouble than it’s worth. I know it’s hard to imagine now, but I think you’ll find that you’re relieved to be out from under your house and getting a fresh start. I can suggest a website where you can find great rentals to get you started if you like."
Seller Objection #6: My lender won’t let me.
Response Script: "I can understand your concern, but it’s not up to your lender whether or not you sell (or whatever the situation is) your house. You are not able to transfer the title without first paying off your existing loan, which is something selling your home would help you to do".
At this point, reiterate that your purchasing the home would enable them to pay off their existing
Seller Objection #7: Another investor said they would give me money when we close.
Response Script "That sounds great… BUT based on my experience, I don’t know how another real estate investor can promise to give you money if they haven’t talked to your lender or worked out the terms of the purchase yet.
If I were you I would ask them to sign a promissory note stating that they will pay you $X,XXX at closing. If they won’t sign it, then I think you have your answer.
Unfortunately there are some investors out there that tell sellers who are in a difficult situation what they want to hear."
Seller Objection #8: Why should I trust you?
Response Script: "That’s a great question and I don’t blame you for being skeptical. It’s normal and I completely understand it.
What I can tell you is that I’ve worked with dozens (OR hundreds) of homeowners in very similar situations to yours and have been able to help them get out from under their house and move on with their lives.
If you'd like, I'll send you over a few past clients as references, who you can call in order to better gauge my honesty.
Unfortunately nothing is 100% guaranteed until we get to closing, but I will do everything I can to help you. If you don’t want to lose your house to the bank, you’re ultimately going to have to find someone you trust, right?
I’ll do everything I can to help you, just like I did with everyone else that I’ve helped before you."
Seller Objection #9: We’re not ready. Don’t we need to fix up the house before you buy it?
Response Script: "Absolutely not. We buy houses in any condition. You don’t need to do any repairs, or even cleaning, before I buy your house."
Seller Objection #10: I want my attorney to review all of the paperwork.
Response Script: "Absolutely. That’s perfectly fine and, in fact, I highly recommend it. I want you to be comfortable with everything that we’re doing here and it’s important that you understand what’s happening and trust that what we’re doing here is the best thing for you."
Seller Objection #11: Is this legal?
Response Script: "Yes, absolutely. We’ve helped dozens (OR hundreds) of homeowners just like yourself and we wouldn’t still be in business if we were violating the law."
At this point you can explain the process that you’re using, and how it complies with local laws.
Seller Objection #12: I want to get more for my house.
Response Script: "I completely understand that you feel your house is worth $X, but I’ve pulled comparables and I want to show you exactly what’s happening here in your neighborhood."
*Show them the comparables for similar houses within a mile of their house that support your offer price*
"These houses are all within a mile of your house and have sold recently for $X, $X, and $X. Now, by factoring in the amount of work that your house needs (show them the repair estimate that you've done), you’ll see how we arrived at this number. Our goal is to get you out from under your house so you can walk away and get a fresh start and this is how we can do that.
With the market, and for me to be able to make this worth my time, I can’t give you what you feel your house is worth, but I can give you [what you’re offering] and this will be a win-win."
Remember, as you’re talking to sellers, the most important thing is to listen to them, mirror their communication style, and truly understand what their concerns are. As you build rapport with them, you will also build trust, and as your relationship develops, moving through the different parts of the deal will become much easier.
The more sellers you talk to, the more comfortable you will get with overcoming their objections and tailoring your message to meet their needs and goals. Not all sellers are the same. They have different motivating factors and different end goals, but the one thing that you can always be sure of is that what you’re doing can help their current situation.
Want to learn how to talk to sellers? Download our Ultimate Seller Script and we'll take you step-by-step through how to handle a seller call including the psychology behind each question...
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