In fact, without any objections on your real estate calls, you would find it very difficult to close effectively. This is because the objection gives you the insight you need to understand what the lead is after. For example, let’s say the lead says “the market is too expensive to buy right now.” What they are really telling you is that they are worried about spending too much money and if you can find a house they like for a price they can afford, they will work with you.
Another example is this objection often heard from expired sellers: “I don’t feel like going through the selling process again because last time it fell through. My house was on the market for a long time and I am just tired of the process.” Contrary to what your first instinct may be, this is not the end of the call. Because what they are telling you is that they are tired of doing their process. That means your job is to convince them that your process will be different for them.
Objections give you a route to close. Through dealing with them successfully, you will have had to convince the lead that you can either assist them with their process, or you offered a better process and convinced them that your process will help them better achieve their desired outcome. Once you convince them of that, all you have to do is set the appointment.