The “Feel, Felt, Found” technique will help you immensely when overcoming client objections. As real estate agents, we hear objections from clients every day and need tools to be able to overcome them.
The most classic objection happens when you’re meeting with a seller who makes a comment along the lines of “I like you a lot, but I think you charge too much.” Many agents are not prepared to handle this objection, but they could be if they used the “Feel, Felt, Found” method. When a seller hesitates about listing because of the commission fee, they’re anticipating you being disappointed and things can snowball if you don’t have a plan. The “Feel, Felt, Found” method solves this.
Start by letting the client know that you know exactly how they “feel” about the commission. You agree with them. Then, you can tell them that what you’ve “found” is that a small investment in you can yield high returns for them. Show them a concrete example of how you helped a client get more money than they would have gotten without you.
“Price is one of the most common client objections.”
Next, you launch into a “solve,” which is a presentation designed to encourage a client to agree with you. We’ll go over “solves” more in a future video.
Once you’ve done this, it’s time to go back into a close. You will say something along the lines of, “Can you see how investing 1% more in me could bring you 5% to 15% more money on the sale of your home?”
Then you’re ready for a very strong close. Present them with the listing agreement, and see if they will sign it. Most of the time, they will.
If you have questions for me about this topic or anything else related to the real estate business, don’t hesitate to reach out via phone or email. I look forward to hearing from you soon.
