I find it so interesting that when I am training, often times I hear things come out of their mouths that sound like one of those true “sales pitches”.   As if almost by default, these sales sounding phrases come flying out.  You know what I am talking about, the ones that agents have been taught will “overcome” a certain objection or “convince” the client to buy or list.  When they speak, it sounds like a perfectly OK thing to say.
When I ask them to put their consumer hats on, hearing those words from a different perspective gives them an entirely different slant on what they say. 

What would happen if we gave up the entire idea of trying to convince a client to perform in some way, or overcome what we perceive as their objection?  Objection to what!!! What we want them to do!  What if we trusted that the client knew what was best for them and made the best decision for themselves? 

OK, hang in there for just a few minutes!  I am not saying that we just become these passive little robots.  What I am saying is that we can do our jobs differently to bring our clients exactly what they need to make the best decisions for them.

Let’s first look at what an ‘objection’ truly is… an objection to a particular course of action is about fear.  Yes, your client is afraid for whatever reason and they may not even be aware of it on a conscious level.  They could just have a feeling that something isn’t right.  Let’s be honest, we have all had similar feelings about situations, especially when making large purchases and buying a home is about as large as it gets for most of us.

There are 4 basic human indicators of fear – pay attention to these types of behaviors if they show up with a client, or prospective client.

Fight – your client may become argumentative, either about you or the situation.

Faint – your client may become tired, or you hear phrases like “I can’t deal with this anymore”

Freeze – your client may become uncharacteristically quiet

Flee – if you hear phrases from your client such as “I’m out of this”

These are all indicators that your client or prospective client has a fear, even if it hasn’t become totally clear to them.  So if you were the client and you had a fear of, let’s say, of spending twice what you are now spending on a house payment, what would help you more:

1. Now _________ if I could show you how you could save money come tax season, would you be willing to move forward with this deal... or
2. I am wondering if there is a way for you to feel more comfortable with the increase in your monthly payment.

It is so important to put your client first!  Listen to what they have to say, pay attention to them as they go through the process and you will have all the clues you need to help them with one of the biggest decisions of their lives.

If you find yourself unsure, just put your consumer hat on and see how you would like to be treated and I guarantee you that your business will take a huge jump forward!