NEURO EMOTIONAL RESPONSES
OBJECTIONS AND NEURO EMOTIONAL PERSUASION QUESTIONS
OBJECTIONS AND NEURO EMOTIONAL PERSUASION QUESTIONS
OBJECTION:
I HAVE IT TAKEN CARE OF
ROBIN:
That makes sense.
When you say “taken care of,”
(pause)
are you referring to the property already being sold,
or more like
(pause)
you’d rather not get another random call today?
OBJECTION
I’M NOT INTERESTED
ROBIN:
I hear you.
Out of curiosity,
(pause)
if you did receive the number you had in mind,
would that shift your interest at all?
ROBIN:
Quick question
how old is the roof on the property?
OBJECTION
MY FRIEND IS AN AGENT
ROBIN:
Loyalty is important.
(pause)
If there was a way to get a second opinion
from someone local,
and it could potentially put more money in your pocket,
(pause)
would that be worth 10 minutes of your time?
OBJECTION
RELISTING WITH SAME AGENT
ROBIN:
Got it.
Out of curiosity,
(pause)
did they share with you
what they’ll do differently this time?
ROBIN:
If they didn’t,
do you feel that might have been
a disservice to you the first time around?
OBJECTION
YOU’RE THE 100TH CALL
ROBIN:
I get it.
What if instead of you getting 100 calls,
I turned those calls into buyers reaching out for your property?
(pause)
Would that be worth talking about for a few minutes?
OBJECTION
WRONG NUMBER
ROBIN:
Understood.
So, no connection at all to 123 Main Street?
If I had a buyer interested in that property,
(pause)
you wouldn’t know anyone affiliated?
OBJECTION
BRING ME A BUYER
ROBIN:
Absolutely.
Let me ask, what’s more important to you
(pause)
me bringing one buyer or multiple?
ROBIN:
Do you agree that
(pause)
more exposure usually means stronger offers?
OBJECTION
WE’RE GOING TO LEASE IT
ROBIN:
Makes sense.
Can I ask
(pause)
if you could still get the price you were asking for,
would that put you
in a better or worse position?
ROBIN:
And if I had an investor looking for rental cash flow,
would you at least be open to that?
OBJECTION
WAITING FOR SPRING
ROBIN:
Understood.
Is that because you need more time in the home,
or because you feel spring is a stronger selling season?
ROBIN:
If three months ago I had brought you an offer you liked, would you have taken it?
OBJECTION
THE PROCESS IS TOO STRESSFUL
ROBIN:
I get that.
What kind of feedback were you receiving from your agent before?
ROBIN:
Did they bring you any offers,
or was it mostly showings without results?
OBJECTION
NOT SELLING ANYMORE
ROBIN:
Interesting.
(pause)
What changed for you?
ROBIN:
If you still got your original price,
would you reconsider, or was the original plan different?
OBJECTION
WHAT HAVE YOU SOLD IN MY AREA?
ROBIN:
Great question.
(pause)
When hiring an agent,
that’s one of the smartest things to ask.
(pause)
Would you like me to bring my track record
and company stats tonight
at 6, or does 7 work better for you?
OBJECTION
BAD MARKET
ROBIN:
Did your agent say that,
or did you hear it from the news?
ROBIN:
Because while some people call it a bad market,
we’ve been closing deals every month.
(pause)
Would you like me to show you exactly how in 15 minutes?
OBJECTION
I NEED TO TALK TO MY WIFE
ROBIN:
Of course.
Can I ask...
(pause)
does your wife usually trust you
to make the best financial decisions for your family?
ROBIN:
If she thought meeting for 10 minutes was a bad idea,
we can always cancel.
Wouldn’t it make sense to at least
get a free opinion?
OBJECTION
I DON’T HAVE TIME
ROBIN:
I hear you. And isn’t that exactly the reason to meet?
The longer it sits, the more time it takes away from you.
Out of 1,440 minutes in a day, would 10 minutes be worth it if it meant getting the result you want?
OBJECTION
I’M GOING TO DIE HERE
ROBIN:
Beautiful home to stay in forever.
Let me ask
(pause)
if you ever did move,
what would the next place have that this one doesn’t?
OBJECTION
WHERE WERE YOU BEFORE?
ROBIN:
I completely understand.
(pause)
By law, I couldn’t reach out
while you were listed with another agent.
Now that you’re free...
can I ask
(pause)
what was your original goal when you first listed?
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