Expired Objection Handler: 'I Don't Like Your Company' - Kevin Ward @ YesMasters.com

What do you do when you're prospecting expired listings and they say, "We will never list with your company" because they have had a bad experience with your company or an agent in your company.

This is actually a very simple objection to overcome, IF you understand the right thing to say (script) and HOW to say it (right strategy). In this video, Kevin demonstrates how to dramatically increases your chances to list expireds who don't like your company.

The first thing is to get mad with with them (In NLP--Neuro-Linguistic Programming-- that's called Mirroring and Matching). Share their disgust at their experience.

The second thing is to NOT try to defend your company and/or the agent they had the bad experience with. That may come later, but not right now. You want to align with their experience and accept it as reality...because right or wrong...true or not true...it is their experience.

And then once you connect with them (which will totally surprise them, because their intention was to not like you...and now they find themselves feeling like you're on their side.), now you can set the listing appointment and help them sell their house.

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[tylerchristensen]

I love all your videos Kevin. You definite;y have some good insights and you don't sound like a clown. Great Job!

[Rezakhor]

Hi Kevin.  Big fan of your help.  Thank you for all your insight.  I called a fsbo last week and they were frustrated because the only people that were calling were KW realtors.  I didn't share their pain and say uuuggghhh...because It threw me off for a moment, but I quickly said, "it's because we care about you and we want to make sure that you get the most amount of money in the least amount of time".  Didn't work on that call.  She said that if she ever does decide to list, it will not be with KW because of all the calls that she has received.  She pretty much hung the phone up promptly afterwards.  I'm sure the more experience I get, the better I will get at handling objections.  Any advice on how to handle a similar objection or is this video of yours here pretty much the answer?  Thanks in advance!  PS-please come visit our marketing center here in OKC!

[SilverShrimpTX]

Kevin, ..can we just clone you bro? You are a BEAST!!! I plan to be uploading my own youtube vids in the next 2-3 years or so when I attain your status level.

[df]

How about if he interrupts you 5 seconds in and asks "what do you have to offer me"? Do I tell him or do I affirm reshape and rearrange?? Thanks kevin

[Turbotax]

Hi Kevin, thanks for the message I didn't know that they remove them automatically, yes the idea is to promote of course. It is weird because when I am logged in the message with links is there but when I sign out of my account and go back to the video the message is gone. Sneaky YouTube :) Facebook allows this maybe will just switch to that for promotion. I enjoy your videos most are excellent. Tom