Real Estate LIVE!® #10 - Get PAID for Objections

David Knox Productions, Inc.™

This is the final release of Real Estate LIVE!® and completes the series appropriately with techniques for handling objections. If you believe that the proper response to an objection is to immediately provide an answer or solution, then you need to learn this refreshingly new approach.

Over the years we have all asked; “what do I say when they say this?” And trainers, including myself, have provided hundreds of answers, scripts, dialogs and lines. The problem is, we go out and use these techniques on our customers and clients, and they don’t know their lines! Instead of solving the problem, we make it worse and alienate our buyers and sellers. In this presentation you will learn that the answers are the problem and process is the solution.

If you can spell PAID, then you will have a process for dealing with every objection that comes your way from now on.

“Let Go” of objections
The anxiety you have felt when faced with objections will be replaced with a quiet confidence. You will know exactly what to do. Ahhhh, sit back and watch the situation resolve itself.

Objections will create transactions, not lose them.
Objections are not bad. They are not necessarily barriers to agreement. They are the feedback that directs you TO agreement when handled properly. The way you respond to objections shows your clients more strength than having the right answer.

Universal application
This process will be effective with buyers, sellers and even in family situations. It is a respectful, caring, non-confronting way to deal with the differences and challenges we face in all these situations.

No more “what do I say to that?”
In 35 years of training, the most common question I get is; “what do I say to that?” The problem is, no matter what answer I provide, it will never be the right one with those clients in that situation. There are only four steps to remember in this process of handling objections. In the end, the customer or client will provide the answer, not you.

Over the years I have challenged audiences to throw me their toughest objections, to see if they could stump me. When asked if I’m ever afraid to do this, I tell them that by using this process, I can easily respond to any audience in any country and never feel anxiety. You too will now have this same confidence.

Running Time: 53 Minutes

Three Support Topics | PDF Support Documents

For information on other Real Estate LIVE!® DVDs, go to:

Real Estate LIVE!® #1 - Dare to Be There: Power Prospecting (Volume 2)

Real Estate LIVE!® #2 - Presenting the Competitive Market Analysis

Real Estate LIVE!® #3 - Seller Counseling: What Sellers Won't Tell You...Unless You Ask

Real Estate LIVE!® #4 - Listing Presentation: Structuring Your Market Plan

Real Estate LIVE!® #5 - Real Estate: How to Run It Like a Business

Real Estate LIVE!® #6 - Getting Your First-Time Buyers to Buy

Real Estate LIVE!® #7 - Pricing Listings in a Changing Market

Real Estate LIVE!® #8 - Creating Clients for Life: Inside a 98% Referral Business with Bob Wolff

Real Estate LIVE!® #9 - ACT: Assertive Closing Techniques

Product Discounts
David Knox Real Estate LIVE! DVDs
Number of Products Purchased	Price
Any 1-2 Products	$95.00 Each
Any 3-9 Products	$80.00 Each
Any 10+ Products	$75.00 Each

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