What’s the difference between an objection versus a rejection? Let’s reframe how we look at handling objections when making calls.

Buyers and Sellers didn’t go “Objection School”. Objections come from someone thinking through what you’re offering and it’s really them saying “I’m not ready yet.” Handling objections are a necessary skill for real estate agents.

It is the anticipation or perception of rejection that makes an objection feel as though it’s a rejection. Emotions are running high when you’re making a call because you’re basically asking strangers for their time. Anytime they don’t take you up on what you’re trying to offer, it feels like rejection. But if you reframe it and think about it, it’s actually them wanting to learn a little bit more about what you have to offer because they aren’t sold yet.

• Signs of an objection are confusion, concern, taking time to sort out options, and fear of change.
• Signs of rejection are an outright refusal to accept an idea or request, or a flat out “No.” But if you think about it, every “no” is worth money. If it takes you 5 “no’s” to get to one “yes”, and that ‘yes’ is worth $5,000 (or your average commission from a sale), then that means each ‘no’ is worth $1000. Doesn’t that make each “no” a little bit easier to take?

Objections are only at the top of the sales funnel, which means they’re at the beginning. Once you get them out of the way, the person on the other end of the phone will trust and believe in you. They might have some questions, and there may be some negotiations that go on, but the objections are over. You only have so much time to be able to get them to trust you, to be able to get an appointment. 

As an agent, the goal is to get in front of people. If you’re able to get in front of people, it’s a lot harder for them to reject you. Welcome rejections because what they’re really saying is “I’m interviewing you.” Being able to handle objections is the only thing standing between you getting more appointments through making calls. Create a goal for yourself to make some calls each day. You don’t want to miss out on an opportunity to make some money to fund the life of your dreams, do you?!