Smart Words: “The worst waste of time is arguing with the fool and fanatic who does not care about truth or reality, but only the victory of his beliefs and illusions.” – The Parable Of The Donkey And The Tiger

Smart Tactics: Use this tactic when a buyer lead is STUCK on working with a listing agent directly.

In last week’s email I told you about my wife using my “pick a path” strategy for “listing agent” requests with a new Zillow lead and booking a new client from it.

If you missed that email just search your inbox (or spam or junk).

Today I’m going to tell you what to do when that distraction technique doesn’t work and the buyer lead is stuck on working with with a listing agent directly.

The scenario:

They say “I’m looking for the listing agent” or ask “are you the listing agent”

YOU: you wisely use the “pick a path” distraction technique from last week.

It doesn’t work

The LEAD: They double down on wanting the listing agent.

The strategy:

Just remember…

Don’t get flustered.

Don’t get defensive.

The lead is not doing anything wrong (in their mind). So don’t fall into the common sales TRAP of immediately making the lead wrong, arguing with them, educating them without permission OR trying to pitch them on using you as a buyer’s agent.

They have a reason they want the listing agent (or don’t want a buyer agent).

You need to figure out what that reason is…what their perspective is.

BEFORE you try to change their mind.

What you need to know:

• HOW they are making the decision to use a listing agent.

Or

• WHAT they think they will GAIN or AVOID by using the listing agent.

Here’s what it sounds like:

You: your standard intro when answering the phone

Them: “Hi, I’m trying to get in touch with the listing agent…”

You: “Oh! Got it. Do you have questions about the property, or would you like to book a time to go see it?” (from last week)

Them: “I want to speak to the listing agent, are you the listing agent?”

You: “Ok…just curious, what’s important about speaking to the listing agent?” OR “…How did you decide you need to speak to the listing agent?”

Take this information gathering approach before you do anything else.

Get them to explain to you, WHY they think they need the listing agent, or what they will GAIN or AVOID by talking with them.

THEN you can use our “Objection Stack” to best teach them, make the offer to represent them, and win the appointment!

Go sell more houses!

– Dale