"I need help buying a home but I don't want to limit myself to one agent"- A how to overcome this objection. VERBIAGE

This can be frustrating to hear as a Realtor.

Upon hearing this as a broker you have a few options.

One option is to walk away.

Another is to try and impress a prospect until they agree to work with you exclusively.

And another is to educate the prospect.

If you allow yourself to become unnerved by this statement you will have a tough career ahead.

This is actually one of the easier perspectives to overcome.

Fear drives a lot of people onto dead end roads.

Consumers that feel it is safe not to commit to you are en route to a dead end and have no idea that will be the final destination.

Solution: give them a map that clearly highlight where that thinking will get them.

When people refer to a map before a journey it gives them a sense of direction.

A feel for what to expect and what they may want to avoid during the trip.

A map is factual.

It is not emotional.

All a map does is present information.

At the point a prospect tells you they do not want to commit to you they have not considered what the route to homeownership has in store.

All they know for sure is where they want to end up (in a home).

So give them the benefits of consulting a map...

You are the map.

Since maps are not defensive, resist the urge to display the fact you are insulted.

It is tempting, I know.

But skip it for the sake of turning this situation around.

Verbiage:

"Ok, I can appreciate your hesitation and commend you on being cautious. I am going to at the least point you in the right direction for what you are looking for. What is your main concern with having an agent as an exclusive partner."

Side Note: You need a reason in order to build an incentive out of that reason for the prospect to change their mind.

Let's say the reason is that they do not want to feel pressured to buy.

This is a common hesitation.

Now we know it isn't a "trust" thing so much as a financial pressure thing.

This is fine because you know by educating the prospect about what exclusivity REALLY means you can likely overcome the objection.

Verbiage Continued:

"I have worked with a number of clients who felt similarly to how you feel not wanting to commit to an agent.  I was able to give them some truthful information that put their minds at ease and I will share it with you"

Note: tell them you ARE sharing the information with them. Do not ask.

"When you have a realtor make a COMMITMENT TO YOU as a buyer the only financial obligation is to the purchase of the HOME you want to buy. Then you would clearly have to pay for the home.(smile/make a joke/connect they are apprehensive and scared.  Be the comic relief). But as far as a financial obligation to your realtor, there isn’t one. You will not pay a realtor, that.  The obligation in your situation is weighted more heavily on the agent! They will owe you confidentiality and have to commit to only working in your best interest to get the home you want. Ironically it is safer for you to have one exclusive agent of your own than not have one COMMITED to YOU.  Anyone, including myself is not bound to anything in your interest without that document protecting you. You should pick one agent. Weather it is me or not. I would be doing you a disservice to advise you otherwise. I have seen to many good people hurt by two things when buying a home: 1. Not having an agent that is committed to them and 2. Deciding to represent them and end up missing something due to the fact they do not sell homes for a living. Which would be like me going to do your job for a day which would be a disaster I am sure : ) (Comic relief…now transition)I would like to be the person who makes sure you get what you want in a home at the end of all of this. Let me do that for you. "

Make sure they feel it is their decision…

But also CLOSE.

Say you want to be the person helping them.

Genuinely ask them by telling them you want to be that person.

“Let me do that for you”

You are the map.

You are only saying what if factual.

Figuratively: the prospect can take route A through the frozen tundra to nowhere anyone wants to find themselves.

Or, they can take option B.

Option B is a safer route to a destination the want to end up at.

2 options.

One is built out of their objection and overcame that objection.

The other shows what may happen if they do not look at the situation based on the pitfalls of their initial assumption.

Make it OK that the assumed wrong.

If they feel it is an assumption other have had they will not feel isolated and unintelligent.

That is the path.

You remain unemotional and I insulted.

You provide the facts.

They decide based on the facts and your willingness to be honest.

If they do not agree…and that happens...(do not worry we are not giving up yet though)

But you cannot take them looking for homes.

Your brand means too much.

Your job is that serious.

Here is your final attempt to close:

“I care too much about protecting my clients to take you out and not be in a position to protect you.

If they do not sign after this conversation…

All signs point to them not being the client for you.

Not that you are not the agent for them. (do not confuse the two meanings)

If you do these things I am of the opinion that…

They will sign.

And they should.

This isn't a trick or a malicious attempt to con someone.

You have the map.

You are the safest route.

You are what is best for them.

They need you as their personal guide.