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not cut my commissions, and for one very simple reason”.  \n“As a professional my time has a certain value and I only work with people, like you, that realize the value of my service….and before you say anything, think about this…  \n“If an agent is willing to cut his or her commission, just like that, how well do you think they will hold up when it comes to negotiating the best possible price foryour home?”  \nI want to demonstrate, up front, how tough I am going to be for you…Therefore, cutting my commission is not an option…does that make sense?”  \n2. “I have to keep my promise to the agent from which I originally bought the home.”  \n“That’s great, I can appreciate your loyalty and that is a quality that I respect in people…so, I’m curious, let me ask you this…  \n“Has there ever been a time when you decided to buy something or do something and a friend said,“Hey, no problem when you need help, I can do it” and in the end, because you didn’t check around, you really didn’t get what you wanted…Have you ever been there before?”(YES)  \n“Well, I think you might find that this time is just like that time, and with that in mind, I’m sure you can see the importance of having me over to give you a second opinion…that wouldn’t hurt anything, would it?”  \n©The Mike Ferry Organization Page 1 of 30 1009  \n40 REAL ESTATE OBJECTIONS HANDLED  \n3. “I have seen this marketing plan from many different agents….what makes yours different?”  \nI’d level shift…”You know what? You’re right! There are only a certain number of things any agent can do to get a home sold and I think the final decision is not based on what I do differently…  \n“I think the real issue is how you feel about the agent representing you…So tell me, what qualities are you looking for in an agent? Did you see how I shifted from “What do you do different”, to “What qualities are you looking for?”  \nTop agent alternative:  \n“My results”!  \n4. “Why is your price so much lower than the other agents that we have talked to?…I mean, they have comps that show higher prices than yours”?  \n“It’s kind of confusing isn’t it? I mean, you interview four agents and you get four different prices ... right”? (Yes, why is that?)  \n“You are probably thinking why did this person come in with such a low price? Doesn’t he or she want to get our listing? Well, my answer is Yes and No.  \n“You see there is a very big difference in the way that I operate and the way that most agents operate. Most agents manipulate the computer to show figures that they think you want to hear. Why?  \n“Well, most agents don’t do much or get much business. Getting your listing makes them feel like they are accomplishing something…  \n“Whereas, I, on the other hand, sell homes, non-stop, all day long. Do you want to know why?” (Sure)  \n“I tell nice people like you, the truth. Did you know that only   % of the homes that are listed for sale actually sell?” (No, I didn’t know that)  \n“There’s a very simple reason, do you want to hear it?” (Yes)  \n©The Mike Ferry Organization Page 2 of 30 1009  \n40 REAL ESTATE OBJECTIONS HANDLED  \n“Most agents do not have many listings. Therefore, convincing you to list your home with them becomes very important.  \n“That’s why they’ll tell you whatever price they think you want to hear, even if they know six months from now, you will not be happy with them at all because no buyers will look at a house that is over priced…Does that make sense?”  \nTop Agent Alternative:  \n“My comps show the price I have indicated. I will take the listing if you will agree and sign an acknowledgement form tonight that you will reduce the listing to my price in 30 days. I would rather see you turn down 10 offers than never get one.”  \nTop Agent Alternative:  \n“They emphasize listed prices. All I am conc","cbCaihyw0Ql3MHnD","https://ap.wps.com/l/cbCaihyw0Ql3MHnD","pdf",133602,"English","# 40 Real Estate Objections Handled\n## Commission requests and negotiating leverage\n## Loyalty to prior agent and second opinions\n## Differentiating marketing plans and agent qualities\n## Pricing comparisons and comps\n## Waiting for values to rise\n## Advertising volume: passive vs active marketing","[{\"question\":\"How should an agent respond if a seller asks to cut the commission for listing and buying another home?\",\"answer\":\"The script refuses to cut commissions, emphasizes the value of professional time, and uses a question about how well an agent who cuts commission will negotiate the best price.\"},{\"question\":\"What objection is handled when a seller says they must keep a promise to the agent they originally bought from?\",\"answer\":\"The response acknowledges loyalty and probes whether the seller has experienced decisions influenced by not seeking a second opinion, then positions a second opinion as beneficial.\"},{\"question\":\"How does the script address pricing complaints that other agents are quoting higher prices?\",\"answer\":\"It explains that interviewing agents can yield different prices, contrasts how most agents manipulate listed figures versus selling and closing escrow, and offers an alternative approach using comps and a conditional agreement.\"},{\"question\":\"How should an agent answer when a seller requests “a lot of advertising”?\",\"answer\":\"The script distinguishes passive marketing from active marketing, argues active marketing is more aggressive and predictable, and describes daily outreach to potential buyers and connections to improve showing opportunities.\"}]","40 Real Estate Objections Handled - Script | PDF",1789560712]