This is one of the most common objections that real estate agents here when talking to For Sale by Owners. “Bring me a buyer…and I’ll pay you a commission.” The first key with objection-handling is to be able to respond in a straightforward, no-BS way that communicates confidence and that does repel them. A cardinal rule of prospecting is to never make the seller wrong because that only causes resistance.
So when a FSBO gives you this objection, the first thing is to affirm that finding a buyer is what you do. Here is the script to respond to “Bring me a buyer…”:
“Bring you a buyer. Great. Because that is what I do for a living! …So you are willing to pay a real estate agent that has a buyer, correct? Excellent.”
Most For Sale By Owners are willing to pay at least some commission, and they're willing to pay to a buyer's agent.
One thing you should never do is pretend that you have a buyer.
#1 Because it BS. Unfortunately, a lot of agents have to taught to respond by pretending you may have a buyer. If you had a buyer, this would not be an objection.
#2 Because it tricks the seller into thinking that their FSBO strategy will actually attract agents that have buyers. Their philosophy of finding a buyer is, "All I got to do is put my house out there on the market for Sale By Owner, and agents will bring me buyers.” You and I both know that agents who have buyers do not go looking for For Sale by Owners to find a house for their buyer.
Your response is simple and honest. You can even let them know, “I’m not calling because I have a specific buyer for your house, but what I do help find the best buyer for homeowners that want to sell.” Again, this is a no-BS conversation that keeps you from have to pull a Bait-n-Switch on them in order to lead to a conversation about listing the property.
And then you immediately continue your conversation following my FSBO script: “How much time will you take...before you might...decide to hire a strong agent...to...get your property sold...for you?” To download a FREE copy of my entire For Sale by Owner Script, CLICK HERE.