Jun '24 • Objection Handlers/ How do I?
Seller Objection "Wait until August"
One of the listing appointments I went on this weekend asked me if they should wait til August because it sounds like they won't have to pay as much in commissions. Below is my response:
"I can appreciate the thought of waiting to save money, and if I were in your shoes, I'd probably consider that as well and can I tell you why there's no value in waiting?
Right now, we are able to use offering out commissions in the MLS as a tool to attract more buyers and their agents and we've been using this practice for decades. Come August, while we won't be able to advertise commissions in the MLS, we ARE able to offer out concessions to go towards the buyers costs, such as paying their agent.
If you were to wait until August, I would suggest you offer out X in closing cost help to the buyer so they can use those funds to pay their agent or it can go towards whatever cost they want. This will allow us to continue to remain competitive since most of our listing competition will be doing the same.
The amount I am suggesting we offer out today will be the same number come August, it'll just be a concession vs a commission, make sense?
So you can see there really is no value in waiting? Great, then let's put me to work for you now!"
I recommend you write, chant and roleplay the above if you want to master it. The closer we get to August the more often you'll hear this one.
Until then, let's have an unreal week!
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Seller Objection "Wait until August"
