When sellers are interviewing agents, they might be wondering: “What if my home doesn’t sell?” This concern is particularly common for expired listing leads, but might be something you face with sellers who are hearing about EZ Real Estate Platform for the first time. In this post, we’ll break down a proven strategy to handle this objection using the Buyer Bucket Concept – a simple yet powerful way to address objections about pricing and/or your ability as a real estate agent.
Video Coaching
Want to listen to a mastermind discussion on handling this objection? Watch this coaching clip where we discuss:
- The Buyer Bucket Concept
- How to reassure sellers and win their trust
- Real-world examples that prove this strategy works
The Key to Handling This Objection
1. Ask Why They’re Concerned
Start by understanding their hesitation. A simple question like, “Why are you asking me that?” will reveal whether their concern is rooted in past experiences, pricing fears, or timing issues. This helps you reframe the objection and set the stage for a tailored response.
2. Explain the Buyer Bucket Pool
Explain that pricing directly impacts the percentage of potential buyers – even if you already did so during your listing presentation (they might need to hear it again!). Use these key points:
- A well-priced home attracts 100% of the buyer pool.
- Poor pricing limits visibility and shrinks your buyer pool.
- Market conditions always prevail: niche markets like 55+ communities and factors like distance to grocery stores can shrink your buyer pool, and you should adjust your pricing strategy accordingly.
Using examples will help them visualize how strategic pricing widens their pool of potential buyers.
3. Highlight Your Proven Marketing Plan
Reassure sellers with your marketing plan which should include:
- Online syndication
- Social media ads targeting ideal buyers (especially if no/little interest within the first week)
- A proven pricing strategy
4. Share a Success Story
A real-world example builds trust. For instance:
“We took a home that sat unsold for months, strategically adjusted the price, and marketed it on Facebook. A buyer from out of state discovered it, and lo-and-behold, we sold for tens of thousands above the previous price.”
5. Reinforce Your Role
Remind the seller that your job is to get buyers through the door. Let them know you have the tools and expertise to make it happen, even in challenging markets.
Bonus Tip for Agents
This isn’t just about answering questions; it’s about proactively building trust. By using this approach, you’ll strengthen your seller relationships and position yourself as a confident, knowledgeable agent that takes success seriously.
With the right approach, you can turn this question into an opportunity to educate, build trust, and position yourself as the clear choice to list the property. Ready to score more listings? Talk about it with our Facebook community!
