This week’s Keeping it Real features Jeff Glover of Jeff Glover & Associates, giving his answers to the top 10 real estate objections.

Jeff Glover started his Real Estate career at the young age of 19. With a strong focus on learning how to sell, prospect, and present, Jeff quickly became the top agent in his office.

After selling 30 homes in his first year in the business, he was sought out by the largest Coldwell Banker firm in Michigan to manage one of their offices.

Jeff started what is known today as Jeff Glover & Associates, and in 2009, he took his team to Keller Williams. That team is now composed of over 25 agents selling over 1,000 homes per year.

Not only are they the number one real estate team in Michigan, but they've also been recognized locally as "The Coolest Place to Work", a huge point of pride for Jeff, as culture and camaraderie among the team and the administrative staff is priority number one.

Jeff also runs GloverU - a coaching group with free resources such as The Glover Gazzette, a quarterly publication produced by Jeff and his Glover U coaches, and the GloverU Inner Circle Facebook group.

Jeff is on the ground every day with his team and knows the fears of buyers and sellers going into the spring of 2022 as has prepared his latest answers to the top 10 real estate objections.

 

 

Objection #1: Why do we need to pay agents in his hot market?

 
 
 
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“The reality is most consumers right now are hiring us not to sell their homes … but to get it to a closing table … 2/3 of all real estate agent-assisted transactions do not make it to the closing table at the same price and terms as originally negotiated. ” [Jeff Glover].

“That means then, There's more than a 66% chance that you’ll have to renegotiate your purchase agreement, re-negotiate some of the terms with some of your buyers, and that’s where we come in.” [Jeff Glover].

Something that you can highlight throughout each of these objections is what you bring to the table as a negotiator.

Yes, your clients will have to pay you out a commission, but you can get them more money in their pockets at the end of the day.

Almost any objection can be countered by highlighting your strengths as a negotiator and your ability to solve any problems or roadblocks that your clients might come across and not know how to navigate themselves.

Objection #2: Why should I use you and not someone with more years of experience?

 
 
 
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An objection many younger real estate professionals might face is a client looking to choose someone with more years of experience in the industry.

Everyone has to start somewhere, and although years of experience might not be your strength, highlighting your knowledge of digital marketing and how you can create a personalized solution that results in more money in your clients' pockets and bringing strong negotiation skills will open some minds.

Objection #3: I wanna sell but where to move? Where do I go?

 
 
 
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This objection will look different depending on which market you are in. Present a timing analysis to your clients. A timing analysis essentially takes into account the time it currently takes a seller to get their house on the market, get it sold, get their money, and move.

A timing analysis will help your client time the market to get the best price, and avoid running out of time and jeopardizing their plans. This will again allow you to highlight the value of having an experienced negotiator to bring the client’s deal to a closing table and maintain the desired timeline.

Objection #4: Improvements to be made

"Handle the objection, close, pivot if they don't allow you to have the close. Handle objection, close, pivot if they don't allow you to have to close." [Jeff Glover].

 
 
 
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Never handle an objection without closing for the next level. Whether it be booking a follow-up meeting, a follow-up phone call, or signing a contract, never handle an objection without tying a loose end.

There is always an opportunity to close from something. Handle the objection, and if they don't let you close that means changing the discussion towards solutions.

"When all else fails I wanna get in front of someone, especially in a listing scarce market!" [Jeff Glover].

 
 
 
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Another great way to answer objections is by creating a value-add. Jeff’s example of a value-add that he deploys is creating a landing page (improvemyshelter.com) where prospective clients can book a virtual property evaluation/walkthrough.

 

You can create many simple value-add landing pages where you can place prospective clients into your pipeline who might not be ready to sell just yet or need to make some improvements to their homes.

Better yet, be the one to consult these clients on what additions to their home yield the most value through a landing page consultation of your very own.

This not only places more prospective clients into your pipeline but provides an opportunity to add value and become an authoritative figure in your client’s home selling or home buying process.

Objection #5: I want to hire family or someone I know

Clients wanting to go with a family friend or family member is a common objection but often not the best match. It’s been said it's better to not mix business and pleasure and when it comes to real estate it's often best to go with a neutral party.

Helping your client see this is best done by hitting on the previously mentioned: “2/3 of all real estate agent-assisted transactions do not make it to the closing table at the same price and terms as originally negotiated. ” [Jeff Glover].

Objection #6: I just need a buyer.

 
 
 
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“You want a diverse group to role play with. Do this by getting to events and role play with people not like you! ” [Jeff Glover].

 
 
 
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Objection #7: Zillow Says

 
 
 
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The Zillow Objection - this one is very common, always check on Zillow before you meet with prospective clients and know what the prospective client’s information on Zillow says.

Consumers respect and trust Zillow so it’s going to be your job to get out in front of them. Check not just Zillow but ALL home evaluation sites before meeting with your client.

Never bash Zillow or any home evaluation site that your clients bring forth, as bashing these resources only makes you look unprofessional.

Instead, come prepared with all the home evaluation stats to your meeting and hit on the point that although these sites might have an estimate on what a home is worth, these sites have not seen the inside of the home or been around the property, and often that is where much of the discrepancies are found.

Objection #8: Will you reduce your commission?

 
 
 
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“No. But I will get you more money through driving more traffic. Traffic is leverage … leverage is all about getting someone to pay a significant amount over the value … with propper traffic and negotiation strategy I can net you 10k,15k, 20k more ” [Jeff Glover].

Saying no takes confidence, and it might take you years of practice and roll playing to build the confidence to say no but being able to do so is what makes you a pro.

Whenever you are handing down an objection of your own always come back with something you can do so it’s not tense or awkward and your able to keep the conversation moving.

Objection #9: But other agents will take less!

 
 
 
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Similar to the objection above, whenever you are handing down an objection of your own always come back with something you can do.

Always start with a statement of agreement or acknowledge how the client feels. 

Objection #10: Buyer-side Objections - We don't wanna compete with multiple offers.

Always start with a statement of agreement or acknowledge how the client feels again with "I can see why you feel that way" and touch on contingencies, bidding wars, and other current events that have clients worried.

Close with what you can do, touch on the advantages of the current situation like locking in a lower interest rate, etc.

Jeff noted this is a great time to bring out any value adds like before -- He uses a Buying Power checklist that anyone can receive by texting the word: "BUYER" to 55444.

This value add is similar to what Jeff uses in his buyer consultations and places new buyer leads into his pipeline for down the road. 

Published on Apr 26, 2022 under ,

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Greg Harrelson Real Estate Lead Generation Abe Safa

5 Ways To Get Leads Off The Fence

5 ways to leads get off fence

5 Ways to Get Leads Off the Fence

The uncertainty in the market tends to make people freeze. After all, a real estate transaction is a major financial decision that would scare most property owners or home buyers.

So a good real estate agent knows the right dialogues and conversations to help move leads into taking action, especially when the market shifts.

At Real Geeks, we wanted to share five ways to get leads off the fence. Keep reading and apply these to your next contacts.

1. Don’t Be Afraid to Get Real

Between you and your lead, you’re the real estate expert. So you need to act like one and provide the insight that will help them make the right decisions. Some of them could be hesitant and refuse to believe that a property they’ve invested in isn’t productive.

It’s up to you to tell them the real stakes and what could happen if they opt to sell it now versus in the future.

 

 

2. Interest Rates Can Be Refinanced

High-interest rates can intimidate property buyers, but tell them the facts: those can be refinanced. Along with the higher rates are lower requirements on offers that help get a contract.

Let them understand that the amount they’ll pay for the initial offer will be permanent, but the mortgage rates can change if they refinance it.

 

 

3. Talk About Inventory

There’s currently a high percentage of pending inventory, which means there are a lot more properties in the market than usual.

Tell them that sellers are usually less likely to negotiate in this scenario and that there are more properties to choose from.

You can also inform them that once interest goes down, these properties will quickly disappear. Now is the best time to get them!

4. Inform, Don’t Sell

In a shifting market, buyers and sellers are on the edge—more so than they usually would be when selling property. So be empathetic and careful with your messaging.

You don’t want to come off as salesy or manipulative when sharing data or information.

The goal is to provide evidence where they can draw their own conclusions with your guidance. Expert real estate agents know how to offer their knowledge sincerely.

5. It’s Not About Making a Sale Immediately

Getting a lead off the fence doesn’t mean closing a sale. It’s about making them move and gaining some sort of momentum.

Did you advance the ball today? Did you educate them well enough that you become their preferred real estate professional?

It’s a series of small advances that help you reach the end zone. So be patient. And even if they do choose not to sell or buy after talking to them, you can still consider that success since you got them off the fence.

The Bottom Line

At Real Geeks, we’re all about making the jobs of real estate agents easier. So if your lead is stuck in limbo and unable to decide, follow the steps we shared above to get them moving! Tell them the facts, be the professional they need and don’t be afraid to get real.

 

Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success

 

 

In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

Keeping It Real Real Estate Lead Generation

How To Generate Seller Leads in Low Inventory Market w/ Lisa Chinatti & Jason Posnick.

We are excited to welcome back one of our favorite guests, Lisa Chinatti, for this episode of Keeping It Real. Lisa is a top producer based in Westford, MA, with over ten years of Real Estate experience. 

Jason Posnick, the Sales Manager for the Chinatti Realty Group, also joined and has an enormous passion for developing others, solving problems, and conveying positivity into people’s lives.

The market is hot right now. A shortage in housing inventory has been a problem faced by real estate agents for years. As times change, you also need to adapt and learn how to generate seller leads even in low inventory areas. Lisa gives you her tips and shares what she and her team are doing to maintain their seller lead flow.

Lisa and Jason break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in.

 

 

 Online Home Value Leads

People want to know what their home is worth. For this, they usually go to a landing page or web form where they have to input information that will help them discover just how much their home is worth in the market. How do you lead traffic to this page?

Lisa shares that the best way to get online home value leads is to be diligent with retargeting and email work. Some strategies you can do to approach this lead source is to also take advantage of Google Pay-per-Click (PPC) and Google My Business.

Having a lot of photos and geotagging them will increase your visibility as Google tends to favor local experts. Google reviews will also help drive traction, as well as links to your other content or social media pages.  

Circle Prospecting/Door Knocking

While circle prospecting or door knocking are considered older, traditional techniques, they will never die. How to generate seller leads through this lead source requires some timing and knowing the five touchpoints for circle prospecting. These five touchpoints include:

  • On the day of signing the listing

  • Before the listing goes to the market

  • Once the offer is accepted

  • On the day of the inspection

  • When the deal closes

Each of these five touch points necessitates a different message from which you could build your business. Instead of feeling like they’re talking to a company, which may be off-putting, consumers can view you with trust, which will convince them to do business with you.

Buyer Leads From Buyers Who Have a Home To Sell

Using ads strategically in your follow-ups can lead you to discover that a lot of buyers have a home to sell before they can make any purchase. There’s a big chance you can get buyer leads who have homes to sell by marketing Facebook posts towards listings and open houses.

In a low inventory market, it can be effective to market every new listing as a “coming soon.”

However, there are some workarounds that won’t get you in trouble with laws concerning coming-soon marketing. Along with Google PPC, this can prove to be an effective way to generate seller leads.

Google Local Services

When using Google services to generate seller leads, reviews are crucial. Reviews don’t just get you credibility, but they also tell Google that you’re a local business or service, which is more favored by their algorithm. Many potential seller leads also rely on Google reviews to see if an agent is right for them.

That said, building reviews increase your chances of being more visible while also convincing seller leads to contact you directly — especially when they want to know the value of their home.

Agent-to-agent Referrals

Agent-to-agent referrals are all about nurturing relationships with other agents regardless of your industry. Usually, people who want to sell their house will be moving to a different state, so they contact an agent in the state they’re moving to.

This agent can then send you a referral, so you can help them give the client a smooth transition and experience. This is only possible if you build relationships with other agents by giving value and sharing knowledge.

Put Yourself Out There

Learning how to generate seller leads in a low inventory market can take some time, but the effort is well worth it when you start generating an incredible amount of leads.

Begin by putting yourself out there and taking advantage of online tools like Google PPC, Google My Business, social media marketing, and email marketing.

Keeping It Real Marketing

How to Start a Real Estate Investor Meetup Group w/ Rob Chevez

 

 

In 2007 Rob Chevez began a local MeetUp focused on empowering real estate entrepreneurs to build wealth and create a legacy. Less than 10 people attended the first meeting. Now, what is known today as GRID, has grown to over 16K+ members in 8 states and over 18 locations. 

Millions in revenue have been generated from the training, tools, and connections created by the GRID network alone.

GRID is a global network of real estate entrepreneurs who believe collaboration empowers, shapes, builds, and transforms you. Becoming a real estate investing pro is best done at the local level – with local knowledge, local contacts, and local resources to help you grow. 

All and all, Rob shares a great passion for empowering real estate entrepreneurs to build wealth and create a legacy.

What’s your motivation and how did you start?

“I started thinking about a way to go from a 1-to-1 communication to a 1-to-many. As your starting to build a business you know you have to build a database. You do that by having a cup of coffee with somebody, or prospecting somebody, or talking to a lead ... What would the world look like if I could actually create something of value that would attract 20 people, 30 people, 40 people, 100 people to me at one time where I then have the ability to pour into them on a topic that I love and we could just talk about it. So that’s where the idea came from. I wanted to build my database, I wanted to lead with value, and it started with 5 people and it just kinda grew from there… Before we knew it there were over 100 people in the room and we were all just talking about what we love to talk about which is building wealth and buying real estate investments and I would help facilitate those discussions.  ” [Rob Chevez 4:10 5:16]

How to Provide Value

 

“Before you decide to do something like this, I really believe you have to have some content/context, you need to be doing it, you need to be in the game already. My wife and I had been going to real estate investment association groups for 5 or 6 years prior to this … buying real estate along the way. I remember going to these groups and saying to myself ‘This could be done better, there’s no cohesion in this conversation. They're giving you just enough information to be dangerous but not all the information.’... What if I just gave the information out for free so we could do more deals? What would an investor need to know first?” [Rob Chevez 6:48 7:49]

Rob started by examining his and his wife’s own experiences with real estate investing throughout the years and came away with several foundational topics that he felt would bring the most value to do a deep group dive on.

These topics would serve as the general structure for Rob’s MeetUps with one meeting a month at about 2-3 hours each. 

“You spend about an hour to an hour and a half on a topic and people get really into the topic … You get 30 minutes of intros because I wanted people in the room to learn who is in the room … after the topic, the most important part is people in the room networking with each other … Once the topic was over people would talk to the people they had an interest in talking to and I made sure that I was a power connector. That I was helping them build their database. ” [Rob Chevez 8:55 - 12:30]

“The way you provide value is: you help someone make money, you help somebody save money, … or you're trading them information that makes them smarter … Go from being a transactional agent to being a transformational agent.  ” [Rob Chevez [21:33 - 23:39]

 You don't need to be an expert to provide value

 

Provide a Platform

“What I learned is I pulled people into the conversation so it was never a monologue … I made sure that I made my members part of the experience and the discussion. Of course, everyone wants a platform, and this gave them a platform to show what they were doing. We celebrated successes in that process. ” [Rob Chevez 12:33 - 13:15]

Providing an environment to facilitate relationships is one of the greatest ways to provide value. This mindset in creating your own mastermind groups will result in meet-up events that go beyond the standard networking event. 

Reach

Promote your meet-up across all your regular channels (Facebook, Twitter, Instagram, TikTok, LinkedIn, etc.), email lists, and even linked in your email signature.

Rob also live-streams his meetups and provides a playback on his youtube channel. This is another great way to expand your digital footprint. Feature video content of meetups and any highlights from your Meetups in your workflows.

What Not To Do

 
Coaching Greg Harrelson

4 Drip Campaigns You Can Activate Today and Get Huge Response

Greg Harrelson & Abe Safa break down their favorite drip campaigns you can activate today using your Real Geeks workflow library, as well as a drip campaign of their own. 

 
 
 
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Mind the capture to contact ratio.

“So many people focus on the conversion ratio between the contracts that they get meaning: their new leads and the contracts that they write – But I’ve always believed that there's a different ratio you got to focus on … All of us want to write more contracts … but sometimes don't realize how to influence that number.” [Greg Harrelson]

“How many [leads] are you actually talking to? Within those conversations, you are able to determine where those people are in their buying or selling cycle, which gives you a much clearer picture of whether your Ad spend is working or not. It gives you a better picture of how full your pipeline is, which will help you make better decisions.” [Abe Safa]

This is particularly important to keep in mind, especially when using this first drip campaign.  

Buyer leads no contact after the first attempt

“This one campaign, in my opinion, we have tracked more influence on our ROI and our conversion, because of this one campaign.” [Greg Harrelson]

The campaign: 8 steps. 8 messages. 48 hours. 

Regardless of which drip campaign strategy, you adopt the goal of all outreach should be to personally talk to as many of your leads as possible. 

“My opinion is we shouldn't use auto-responders … I understand sometimes we are on appointments and we cannot take calls … but I’m not a believer in using auto-response all the time … I rather you be the person that communicated to them. ” [Greg Harrelson]

Greg and Abe both suggest using the Double-Dial technique (Call a lead – if they don't pick up, then hang up and call them back immediately.) This will help your pick-up rate tremendously as most people who screen their calls pick up on the second call. Both Greg and Abe note to always double-dial prior to deploying any drip campaign. 

Buyer leads- inactive last 6 months

“We kick off this workflow every single week to anyone who meets [the] criteria, and there's not a week that goes by where these two things don’t happen: 1: We identify a lead that we can now work with that we thought was inactive. 2: We identify a lead that we thought was inactive but was active and bought through our competition.” [Greg Harrelson]

Set the leads that purchased with someone else up on a market report for where they bought and they can later become a seller.  

“Just because someone is inactive in your account, Let’s not assume they are inactive in general. I assume they are active, I’ve lost their attention, and I need to win it back ” [Greg Harrelson]

Select this workflow from the Real Geeks library, set the advanced search filter to: all leads inactive last 6 months, and begin the workflow. This workflow gives more attention to the leads you already have, bringing your ROI up and your cost per lead ultimately down. 

Buyer Leads - Active Buyer Unresponsive (no follow-up)

 
 
 
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This is for those leads who are active, you can see their actions on your Real Geeks site, but they are not picking up the phone whenever you call them. 

This workflow is 5 messages over 24 hour period. 

“Every person that we call a lead, I believe someone else has the same lead if not  3 or 4 more websites have the same lead … You’ve got to do something to stand out and this workflow would be a way we would do that. ” [Greg Harrelson]

General | Follow up Workflow to database

Unlike the above, this drip campaign is not found in the Real Geeks workflow library. Greg and Abe both use this workflow in-house. 

This simple workflow consists of two text messages, and one email. The messages whether text or email should contain a video component.

“You really need to start incorporating some video in your texts, in your email templates, in your workflow templates, because that really helps you stand out. ” [Greg Harrelson]

Greg and Abe both highlight the use of the Real Geeks’ video tool where you can embed introduction videos, FAQ videos, and other information you want to send your leads in text and email templates.  

“When it comes to using workflows don’t get attached to their response … I see a lot of agents get frustrated when they get a lot of ‘No’s … all that means is they're not interested at this present moment. The whole objective of using these workflows is to get someone engaged in a conversation … Engage them over time and then be there when they are ready.” [Abe Safa].

Ultimately, adapting each one of these workflows and personalizing them with embedded content of your own will not only extend the reach of your pipeline, but it will assist in maintaining and providing value to the relationships in every part of the buy and sell cycle.