Fearless Objection Handling | TomFerryShow Episode 69

You don’t have to fear the phones! Most people are afraid to handle sales objections and make the close, so they simply don’t.
But when you know how to handle objections it just means you are one step closer to the sale!
In this episode of the #TomFerryShow I’ll show you:
• A simple pattern that works for almost every objection
• 6 steps to become fearless on the phone
• How to raise the bar on your confidence
Be sure to visit the blog to download the bonus materials I mentioned in the video: bit.ly/1X7Hd4P
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You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

[@DavidLabush]

I've now gone back and watched this again. This episode is so good and Tom I must say very smooth & natural. I'll be watching this a few more times.

[@edmaguire3979]

Fantastic, Tom! I’m just getting started and have limited sales experience. Your pattern makes perfect sense and I can hardly wait to get started. The realization that an objection is truly a first step in the negotiation process was a real eye opener. Thanks, and all the best to you.

[@medardocuevas]

Thank you tom. As a new agent your videos have given me so much positive energy and motivation. Right after hearing your fsbo videos, i got on the phone and the future looks promising. Thank you for all do for ud

[@NaremanHuamani]

Thank you. This episode was very informative and helpful for me.

[@timbarker]

Had the best call of my career today. Now I am watching this and saying... yes, yes, yes, that’s what happened... then they asked me for a CMA!!! Now I am watching this and thinking... ohhhhh, I could have closed a little better at the end. I was so excited that I agreed to the CMA and THEN I ENDED THE CALL!!! So awesome to watch this now and burst my arrogant bubble, there’s always time and reason to work and hone skills, always!!!

[@parisluong697]

Tom, you amazing! Love your contents!

[@BIGDADDYKYZER]

Love you show tom I learn something every time I watch

[@VandaMartin]

Love, love, love , Coach!! Great Tools!!I also Love the Art of Sales, and I'm proud to be a Salesperson too!!!You Rock!💥⚡️

[@TomFerry]

@vanda - YOU are an AMAZING sales person!

[@tdemonaco]

Wow! I can't stop listening to you!

[@showman9632]

I LOVE YOU TOM FERRY!!! You are a RE God in my opinion. I have learned so much from you it's not even funny. Your swag is exactly the swag I can relate to. Your style is so natural. I always keep in mind to be as natural as I can be, to always sound genuine and not robotic. That's why I can relate to your style so much. Your spin on hitting clients with such easy to understand but powerful rebuttals is impeccable. I'm a fan brotha!!! Thank you for your service!

[@ericlawson4043]

Every time I'm looking for something different and new to bring to my craft, I always check you out. Needless to say you have not disappointed me yet...I'll stay tune.. Thank you for your training video. Much appreciated

[@TomFerry]

Thanks for watching Eric!

[@nidia8518]

This was awesome... Thank you! I'm subscribing 👍🏼

[@jbonetti8237]

Started at episode 1. 69 now and you STILL give me something awesome every time. Thank you Tom from British Columbia 👍

[@josesilverio9290]

I’m exciting with this toll, it’s already effect on me . Thank you very much.

[@acharich]

Wow..!

[@Boonea41]

I can not get enough of your postings.

[@stevebrookes2887]

Thank you Tom! So helpful!

[@ellengruber2362]

Really powerful. Thanks Tom!

[@CarmelLuxuryGroup]

Thanks Tom for this reminder of how important the basics are to our winning!

[@819Dan]

Loved the sample pattern example!! Cleared up a lot!!

[@VeronaWalk]

Love it. Thanks for the advice...

[@michaelgalvez5870]

I swear to God. This guy is changing me in the best possible way. Keep them coming

[@paulamckie9004]

Thanks Tom. love'n this! all the way in Australia ;)

[@mikemaresh2417]

I was really impressed with his pattern and explanation. 1 more sub. Keep it up!!!

[@davidmiller766]

Extremely Useful Thanks Tom!

[@PalmCoastRealEstate]

Love this attitude and outlook. Good stuff Tom!

[@luzclemenciacabrera2629]

Un yo no lui tus

[@cheyannemarie8578]

Tom you are a freaking Genius. I am going to take your advice all the way to The Bank! Thank you my friend

[@thursdaygrape]

Tom, invaluable stuff you teach...overcoming fear of objections is by far the most significant hurdle to jump over to get to WINS. Dynamite video chocked full of aha moments.

[@Tore_Tolacreations]

You have helped me one million %. Thanks

[@eddyclavijo6993]

Great stuff Tom, Heard about you from my lecturer at Pre-Licensing. Following all ur steps

[@pattyrosales-rasband4048]

Thanks for these important info. I will practice more...

[@devendraverma2486]

thanks for your helping us.

[@rg2020]

This show really resonated with me! Thanks, Tom!!! My team and I will be reviewing these with Coach Vanda. Great video.

[@TomFerry]

Thanks for watching Robert!

[@popoemt]

Excellent, thank you.

[@911SuzieQ]

I love this !!

[@rajuchand8858]

Thanks it was fantastic

[@eleanaantonopoulos9344]

Thank you Tom!!!!

[@MisterMemo]

As always buddy great job! Just what I needed!

[@TomFerry]

Thnaks GQ!

[@jjk2one]

A top agent in my office told all the agents not to ever lower your commission. I went on a listing apt. with a really nice seller and he over improved his home. It was beautiful. He wanted me to lower my commission and said I couldn't. The next day the agent that told all of us not to lower our commissions listed that house for a discount and it sold over night. I will never forget that.

[@jeffreyjackporter8947]

Thank you for the great information - I am headed to your website to download the content. Need some confidence in handling objections!

[@TomFerry]

Outstanding! Check out Sales Edge as well. Powerful couple of days of sales confidence builders.

[@jenniferbennett306]

I will KEEP ROWING Tom Ferry!!!!

[@Fitbody_bysarah]

I can’t wait to sign up for the Tom Ferry Summit!

[@alvindeleon7824]

Very helpful

[@anthonycummings6425]

Tom, you are very good! Thank you!

[@TomFerry]

Thanks @anthony!

[@OFFTHECOUCH365]

I like what you said. Sales is just a series of questions

[@rhondareddic9858]

Great show! Not a master of objection handling but this definitely resonated and I'm committed to becoming more effective and making more money!

[@TomFerry]

We all start somewhere. Its not about where you are, its what what you DO now!

[@HiMyNameIsJonathan]

You're the best damn thing on KZbin.

[@lutonyajohnsontv6069]

Thank you Tom! and it was wonderful seeing you yesterday in Vegas at Masterminds! you are so...awesome!

[@TomFerry]

You to!!! Did you post that selfie???

[@lutonyajohnsontv6069]

It is so cute.. ashamed to say I do not have a snapchat..

[@BrendanFlemingNY]

Super pumped for your Long Island NY visit tomorrow.

[@TomFerry]

@brendan - just landed! c u in a few hours!

[@BrendanFlemingNY]

Great job @coachtomferry and thanks for all the passion on Long Island

[@MonaLisa-mx7dh]

Two power house the Ferry family love you both

[@yokabethcervantes6825]

Hi, i am a new agent and starting to door knock...do you have any Videos on door knocking scenarios...or role playing?? Thanks! Love ur videos!

[@jmiguelmeira]

Thanks Tom :) Regards from Portugal!

[@TomFerry]

Hi Miguel! Thanks for watching!

[@mmunozhomes]

Don't see the springtime advantage or scrips and objection handler cd ? Where can I find it?

[@colbydunn8764]

Really liking your videos Tom

[@TomFerry]

Thanks Colby!

[@marlenesathekge6916]

Love that you give a complete answer to the issue.

[@MonaLisa-mx7dh]

Gold gold gold.

[@bustosrealty]

I want to buy the CD on ejections but can't find it on the website

[@myracarter8029]

Hey Tom, I include you in my breakfast. Thank you!

[@margaretblanton]

This was very helpful!

[@TomFerry]

So glad it was good for you! Hope you down loaded all the dialogues!

[@margaretblanton]

Will do!

[@KashimaRowan]

damn!you are good Tom! and love ur suit.

[@TomFerry]

Thanks Rowan! ;-)

[@anthonyramirez2576]

You cool Tom Ferry

[@rosarmitage6584]

Great show!! Where can we find the 'Springtime Advantage' - it's no longer available on your website!

[@TomFerry]

Thanks so much for watching! You can get the Springtime Advantage here: bit.ly/29B8WLh

[@davealbrecht12]

Tom you want comments so you get them! Here's my beef with this video: most people don't let me answer their objections (although I do not start with "but"). They just roll their eyes or politely say thank you but are still firm.... almost as if the door of their mind is closed. Is this familiar to you? What did I do wrong and what's the best way to handle this?

[@TheRealDeal.5]

No objection handling video or I just didn't find it?

[@1st_agent]

9:27 is where the money is.

[@tilosobelman3114]

What does he mean at 11:20 "and it doesn't work out"... I think it's misphrased

[@LaurentAndEricka]

Tom, if you read this I would really appreciate it if you could answer this question. I am a new Realtor and I would love to know what my best answer would be to the biggest objection I continue to hear which is, "You are new to the industry, you don't have a track record, I don't think I want to give my home to some one with no experience" How can I overcome that objection when although I have been in sales all my life, they have a point? Thanks

[@TomFerry]

Hey Laurent! Starting out can be tough. Focus on the value you can provide your customers; what you can do for them. Check out episode 44 for more info: www.tomferry.com/blog/tomferryshow-episode-44/

[@sumndermakhijani9609]

Global pro system 🙏🙏🙏

[@soldinri]

Hey Tom, exceptional videos as always. I have a question for you but first let me get to how it came about. I was invited to sneak into a coaching session held by another firm and was lucky enough to get there right when everyone had to do face to face objection handling in sort of rapid fire style, I was getting the same objection over and over from other agents, it was commission based which is fine. However when it came time for me to ask the objection I used one not found in your book and probably not in theirs and boy did everyone squirm while trying to overcome the objection. I didn't even know how to answer it correctly but i didn't tell them that. OK, circling back here it is: Tom thank you for your market analysis of my home but I'm curious... why did you come up twenty thousand dollars short of what zillow's zestimate tells me my house is worth?

[@lescobrandon937]

Tom- where did you get that suit jacket?!

[@TomFerry]

Brian Wyatt just saw this. The company is called David August in Newport Beach.

[@lescobrandon937]

Tom Ferry International I just looked up the store! Suits look amazing. Can I get a small loan? Lol.

[@brunovincent1969]

Excellent stuff in there, heading over to Tom's site once I'm done typing this! I'm sure Tom won't answer personally, too busy! But I have a question that is non real estate related if anybody has time to answer. I'm a web designer, and I do cold email and cold calling. My targets are companies with deffective sites, and I have tangible proof also, objective reports from Google, so they can't deny they have a problem. I however, DO have a problem...objections! "Not interested" ones. Is there a way to deal with this? Some of the prospects maybe have too much business, so they don't care to get a tool to book more customers, so I can understand that. But what about the ones that really could use more business, how should I approach objections in this scenario? Replies from anybody with experience would be appreciated, I'm also looking to partner up with sales people if anybody out there is interested.

[@acharich]

Some brilliant points.. 💯 I was actually discussion the discount / cheaper price thing recently.. 💣 - @Acharich

[@sergiolerma1910]

My fear is not the phone! my fear is not to attack the right target to sell my properties, i´m sellin Riviera maya i' know everybody loves it, but not every body can pay it.... where do i go to seccure my target???

[@TomFerry]

Get to know the ideal types of people that would fit your niche. Learn how to market and connect with them! Thanks for watching Sergio!

[@sergiolerma1910]

Thanks! You're great!