Good Objections

Many private home sellers get offended when a prospective buyer raises some objection. DON'T GET OFFENDED!!! Objections that result from a buyer seeing your home are a good thing.
 
When real-estate agents see objections coming from a prospective buyer, they get excited and move into action. They know the buyer is getting serious about the home. Objections are an excellent way of getting to know your customer a little better. Objections mean that a potential buyer is interested and considering your home. This is a good thing. Look at it as a great way to start bragging about your home detailing the positive aspects of your property.
 
It is important that you are open to all comments about your home, whether good or bad. What they may perceive as an objection may be that they didn't understand something. For example, someone may not like a home because there is no alley. They may perceive this is as not a good thing. You need to turn the tables and explain that this is a positive way to decrease crime. They may never have thought of that. If you can not handle the rejection or negative comments while prospective buyers are looking at your home, have a friend or neighbor show your home.
 
When objections occur, you need to uncover the real reason for the objection and act on it.

Bad Objections

An objection you DON'T want is one when someone is looking at your classified ad or web site. In our Tips on Writing Classified Ads, the goal of advertising is to get the buyer to call you and to come see your home, NOT to raise objections. So it is important not to offer too much information at this time that will cause objections. You need to leave some questions unanswered or a buyer will not call you.
 
Hint: The more information you provide the more objections a buyer could have. For example, your ad may state that your home has a big back yard or is located across from a school. Although you think this is an attractive feature, all buyers may not think so. By doing this, you may have just lost potential buyers.