Overcoming Objections to Buyer-Broker Agreements

This course equips real estate licensees with strategies to address and overcome buyers' objections to signing the buyer-broker agreement. Participants will learn to approach objections with curiosity rather than confrontation, using questions to uncover the buyer's real concerns. The course will cover techniques such as explanations, reversals, reframing, and the feel-felt-found method to effectively respond to buyer concerns. Licensees will practice using "trial closes" to gauge if the buyer's perspective has shifted and, if so, how to ask for agreement again.