Seller Objections: Here’s How To Handle Them

It’s likely that with some sellers, you’ll have some objections or questions about the process or logistics of buying their home ‘subject-to’ the existing loan. It’s nothing to get anxious about, because as you continue to study my modules and handling seller objections, the easier it will be to dispel any fears.

In dealing with seller objections, one thing to remember is that building rapport with them can help when it comes to contending with fears, questions, or objections. If they feel as if they like you, can trust you, and have a connection with you, they’re more likely to listen as you give them answers to their questions or objections.

Confidence is also important. When you’re confident in yourself and your business, it goes a long way with a seller. Remember that they’re looking to you to help them get out from their distressing housing issue, so if they can sense that you’re confident, knowledgeable, and genuinely out for their best interest, you’ll get less objections.

The following are some common questions from sellers and general tips to help you answer them:

Targeted Lead Sources

If you’re wondering where a majority of your cold calling sources will come from, it’ll probably be sites like Trulia, Craigslist, Realtor.com, Zillow, or Redfin.  In addition, you can also check out your local county public records if you see a vacant house and want more information.  And, it never hurts to know some realtors who may be able to give you leads on those that don’t want to list their homes, yet need to sell them fast.

When Will The House Ultimately Be Sold?

You may not be able to give them a solid date, but you can let them know your general plan. If you decide that you’re going with a lease-option with the plan of having the new tenants purchase the home within two years, let the sellers know this is the plan. You can also let the sellers know that no matter how long you have the property, you’ll be faithful to make the monthly payments.

What If The Tenants Destroy The Property?

You can assure the sellers that you have a screening process for tenants and you only work with those that desire to buy the home within a certain amount of time. It’s more likely that tenants who plan on buying the home will take much better care of it than tenants who are only interested in renting. Also, assure them that the lease agreement will specify what the tenants are responsible for, as well as what is expected of them in terms of keeping the house up.

How Do We Know You’re Legit? That We Can Trust You?

In your presentation to the sellers, you’ll be showing them your credibility kit. Reiterate that this is your business that supports you and your family. You’re not going to jeopardize it by being shoddy or careless. You’re a professional and you’ve got plenty of reference to back you up.

It’s not uncommon for sellers to be a bit leery at first, but as you continue to build rapport and share the material you’re learning in my modules, the better able you’ll be able to calm their fears and keep on track.

Oftentimes, an objection simply needs a short answer and then you move onto the next thing. You don’t always have to go into lengthy conversations. Assuredly, the more you study my modules, the better you’ll get at handling any objections that come up.