OBJECTIONS WHEN SETTING APPOINTMENTS:

Obj: Let me check with my husband/wife and I'll let you know.
● “That makes sense. Seeing as we’re both on the phone why don’t we do this. I want to
make sure that we save a spot for you in our schedule as our slots tend to fill up pretty
quickly. Why don’t we set a tentative appointment. If when you speak to your
wife/husband you find that time doesn’t work, you can just give us a quick call back at
this number and we can find a more agreeable time. Does that sound fair?”
● If they still resist, eg. “I really don’t feel comfortable setting an appointment before
speaking to my wife/husband”:
○ “Ok, no problem. Do you think you will be able to speak with them tonight?
[prospect usually answers yes]. Great. I’ll give you a call tomorrow when you
have a better idea of what works for both of you, and we can set up a time for us
to sit down for 10 or 15 minutes so that you can take advantage of all the great
deals that no other buyers have access to, and I want to remind you that the
service is 100% Free of Charge and carries no obligation with it.”

● “I understand completely – let me ask you: if your wife says she is fine with whatever it is
that you want to do, would you move forward on this right now?” [prospect says yes]

“Okay, and what do you think it will take to convince her? Why don’t we do this. Let’s set
a tentative appointment and if when….(continue with the script in bullet #1)

Obj: Can’t I just tell you over the phone what I am looking for?
● “I really wish it was that easy. In the end we want to make sure that we do a really good
job for you. Rather than sending you dozens of properties that may not match your
criteria or what’s worse run the risk of missing out on the perfect property, if we could sit
down for 10 or 15 minutes we can get the same great understanding that you have of
what the perfect home would look like. Does that make sense?”
● If they still resist, eg. “Well just send me any 4 bedroom detached homes in the Vellore
Village area”
○ “Will do. By the way, are you okay buying a home with formaldehyde insulation
(toxic insulation material widely used in the 1970s)? [They usually answer no or
ask what that is] How about aluminum wiring (wiring material that's proven to be
unsafe and something that you would need a permit first before you can get
insurance on the property)? Are you okay if your next home has aluminum
wiring? [Usually answer no] As you can see [Joe], there are literally dozens of
different criteria that we can go through and we can discount a number of homes
that you won’t even consider buying. Are you sure you wouldn’t reconsider a
short 10 or 15 minute meeting?”

Obj: I’m really busy and just don’t have the time to meet with an agent?
 ● “I can appreciate that. Actually, that is the very reason it is important for us to meet. This
service is perfect for busy people such as yourself. If we can spend 10 or 15 minutes
up front it will save you hours in the end. Rather than you having to search the web and
weed through dozens of properties that you don’t even like, we will start sending you
ONLY the properties that match your home buying criteria straight to your inbox as soon
as they hit the market. Plus you’ll have an advantage over other buyers, because
internet searches and realtor.ca can be up to 72 hours behind our systems. Are you sure
you won’t reconsider a short meeting. I want to repeat that it is absolutely free, and is
carries no obligation.”

Obj: We just want to know our options out there that’s why we went to your website but
we actually don’t want to work with an agent.
● “I can understand that. And I definitely agree that it’s best to look thoroughly first before
buying anything especially for big purchases, right? Many of my clients have felt the
same way at first. Until they discovered that searching for homes by driving around and
looking at scattered listings online was not very efficient. What if we set you up on your
own customized online search so that you could see all of the homes for sale that fit your
criteria? You will also receive email notifications for homes the instant they come up for
sale so that you would be one of the first to see them before they sell. All these are
absolutely free of charge and obligates you to nothing. Does that sound helpful to you?

Obj: We are not in a hurry in buying a home. Just want to check other listings first.
● “Absolutely! How many homes have you looked so far?

Our services will cover you through the whole process - finding the property, arranging
for viewings, negotiating the best price, making an offer and closing the deal. Most
importantly, we provide all the information you need right from the beginning to ensure
you understand the accurate process of finding the perfect property. Don’t worry, this
doesn’t mean to rush you in buying your next home. We are just here to help with every
step so you make the best real estate decision in your life. This service is absolutely
100% free of charge and obligates you to nothing. Reason why we’d love to meet you for
just 10-15 minutes so that we can clearly show you how this works. Is tomorrow morning
or afternoon okay with you?

Obj: Another agent is already sending us homes. Aren’t you going to send us the same
thing as he is?
● “I’m not sure what the other agent is sending you, but our list includes Bank
Foreclosures, Company owned properties, vacant and abandoned properties, and other
distress sales. Would you like to receive those as well?”

Obj: We know someone who is a realtor...we only do business with people we know…
 ● “I totally know how that is, and I’m not here to come between you and that relationship.
But hey everything changes, as you know, and if something should change between
how you’re doing things now, it’s always good to have done your research in advance so
you’re not scrambling later.

Why don’t we at least get together briefly, and I’ll give you some solid options in case
you ever need them…Would tomorrow at 3 or 4 in the afternoon work for you?

Obj: We are going to wait...we are not ready right now.

● “I understand. There is a lot to get in order before buying a new home: preparing
your current home for sale, meeting with a lender, insurance, inspectors, repairs, finding
a home and etc.. Would you like some help with all of that?”
● If buyer says, “We want to think it over first…”
○ "You're right. This is a huge decision. However, I have to give you fair warning
with as little pressure as possible. If you are ready to write an offer on this home,
other buyers may also be ready to write. Being first to write will make a difference
in negotiating the best possible price for you." (buyer response) "Is there
something specific holding you back? Would you be able to meet with me for 10-
15 minutes so I can better help you arrive at a well thought decision for your next
home? Is tomorrow morning or afternoon good for you?”