EXPIRED OBJECTION HANDLER: “You’re the 50th Agent that’s Called!”

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This can be one of the toughest objections to handle for 2 reasons.

First, because it seems so abrupt and final.  In other words, how can you disagree with them?  What can you say to overcome it?  This is “pre-hang-up-on-you” language.  Yikes!  By the way, you will also get this objection occasionally from FSBO’s (For Sale by Owners).

And the second reason is because it’s not really an objection.  It’s just an expression of their irritation or frustration or outrage.  And it’s like they want you to explain it to them.  And so a lot of agents try to explain why all these agents are suddenly calling.  STOP IT!  They don’t want an explanation.

Remember…they just wanted their property sold (probably months ago), they hired someone who said they could do it, and they never dreamed they would be sitting in their home 6 months later feeling like road-kill with a bunch of vultures circling over their listing that just died.

OK…so what do you do?  The first thing you need to realize is that they probably haven’t been getting nearly as many calls as they say.  The point is that you not get overwhelmed by how much competition there is for that listing.  There’s not nearly as much competition as they can make it sound like.  Right at this point is where most agents feel defeated because there seems to be so much fierce competition.  And the moment they feel defeated, they are.  So…the good news for you is that most of your competition was slain by the seller’s script on their first call.

Now, all you have to do is simply connect with the seller’s pain and share in their frustration, annoyance, or anger.  Instead of trying to explain yourself…you simply want to relate to them and what they’re going through.  The conversation (i.e.script) goes like this:

“Ugh…so you’re getting hammered by agents calling…  Yeah…I can imagine how annoying/irritating/frustrating (whatever word best describes how they seem to be feeling) that must be…”

And then, go right back to your Expired script.  Obviously it helps to have a really effective non-BS script (like my Expired Script) that will lead them to set an appointment with you without all the resistance.

Here is the key: mirror and match their frustration/irritation.  If you try to be sympathetic or apologetic it only makes it worse.  Be frustrated with them (not at them).  And then go on with your script.  If you go with the sympathy or nice-guy approach, you will only make them more angry or annoyed, because that approach comes across as weak.  And the one thing they don’t need right now is an agent who comes across as weak.  They already had that.  They just had an agent who could not get them the results they wanted.  Now, these sellers are looking for an agent who can separate themselves from the masses.

Make sure you watch the video for more on how to handle this common reaction from Expired Listings.  And then share your comments and questions below.  And  share it with other agents you know it will help.

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