Start using the credit you’ve built up with your sphere over the past two months. They know they can trust you. They now have proof that you are looking to assist them in solving their particular problem instead of only making a sale. Plus, hopefully, their own situation is improving to the point where they want to starting acting and moving forward with buying or selling a home.

Be the COVID-19 Real Estate Situation Expert

Be an expert for your market. That means know what restrictions are still in place and understand the dos and don’ts of showing and selling homes as we move back towards a more recognizable world. People are still going to be a bit apprehensive, and you have to be there to put their nerves to rest.

It would be a good idea to continue offering virtual showings, as well as to offer the capability to complete as much of the home buying process online as possible. Even if you are allowed to meet or show houses in person, give your leads and clients the option to do so or not, so they can feel as comfortable as possible during this transition time period.

Now Is the Time to Surge Forward

Now is the time to move forward full steam ahead. Virus or no virus, economic slowdown or no economic slowdown, there are still people who need to buy and sell homes. Like I’ve said in the past, people are still having families who need a bigger house, people still need to downsize, people are still moving for work, and people are still getting out of their parents’ homes.

You’ve got a solid sphere, you’ve built up your network, and you’re itching to help people move forward with their lives. Now’s the time to go to work.

In the words of Walt Disney, “I heard there’s going to be a recession. I’ve decided not to participate.”

It’s in your hands to make the most of this year that you can.

The lead’s perspective is their past experience, knowledge and speculation.

The prospect’s process is their own plan that they have for their situation. The process is typically what will lead to an objection. They have their plan and you are not a part of it in their mind, so they turn you down.

And finally, the outcome. This is the unique result or benefit the prospect believes their process will deliver for them.

Confidently Deal with Objections

Perspective, process, and outcome are the three things that make up any objection. The key here is to understand these three parts of the objection from the lead’s point of view, not just from your own. Below are the five most critical aspects of dealing with an objection once they tell you it:

1. Acknowledge – Listen to what they say and let them know that you understand it.
2. Paraphrase – Restate what they said without leading and without interpretation.
3. Inquire into their perspective, process, and outcome – This is where you dig into their thought process how they see it. Get them to walk you through their knowledge, plan, and the unique thing they hope to accomplish. These are the three things you need to know in order to counter their objection, so ask questions that get you the answers.
4. Determine the unique benefit or result they hope to achieve – this is their sought after outcome.
5. Close if appropriate – Close if the lead does not bring up another objection as a result of the PPO process or if it becomes obvious that meeting is the next logical step in your conversation.

Follow this process, understand where the lead’s objection is coming from (from their own point of view), and respond in a way that makes sense given their perspective and goal.

Conclusion: Should Agents Use Zillow?

I’m not here to tell you whether or not real estate agents should use Zillow or not. If it works for you then use it, if it doesn’t work for you then don’t use it. But if you are going to give it try, it all comes down to being able to have effective sales conversations. Understanding the situation from their perspective and approaching the call from the angle of helping them solve a problem is critical for any lead, but especially leads that are earlier in the process, like the ones from Zillow.