Asking vs. Acting
So, what do you do when you hear their condition? Asking a question or two rather than acting like their condition isn’t legitimate will make all the difference. It may simply be a case where the client can’t commit the resources. Many conditions come without full knowledge of why your clients feel the way they feel. Try and remember, not all conditions are a deal killer and the circumstances that are causing them to make this a condition of the sale can be overcome by listening…Don’t try to win, try to help.
An objection on the other hand is really just a request for more information. Whereas a condition may be a genuine reason not to buy or sell, an objection is your buyer or sellers way of looking for a reason to not do something. If they know what you know, there objections may be satisfied right then and there. Generally, most buyers and sellers will agree with you if you make sense. Handle their objection with sensible advice or instead of telling them what to do, ask them what they would do in a hypothetical situation. Present the objection in a scenario that removes them from the decision making process and see what answer they arrive at.
Don’t confuse an Objection from your client with a Condition when they are buying or selling their home. Many conditions are valid reason for heading in another direction with the buying or selling process. You will encounter these conditions and objections in your real estate career but don’t let your ego or the clients reasons get in the way of an otherwise perfectly orchestrated transaction.
