"Handle" Objections by Taking a Swim in the Prospect's Background Noise!

Background noise? OK, the title is corny, but it accurately reflects the point I'm about to make: Most of us try to sell based on our understanding of what a home buyer or seller needs. We package ourselves, our presentations, and our scripts, to "convince" the prospect to work with us. We stand outside the prospect's world looking in and think we know what they need. We ask questions--not to create a conversation, but so we can position ourselves to as a solution.

These set-up questions sound like this: "What sort of house are you looking for?" "Have you spoken to other agents?" "When do you want to be in a house?"

We ask these questions to get information, and when they give it, many agents pounce with recommendations.

What's Going on Inside Our Prospect's Head?

What's really going on inside the prospect's head is a rich froth of issues and information, much of it having nothing to do with us or our recommendations. They might be thinking about their relationship and worrying that it's too soon to buy a house. Or they might be concerned about an old credit ding and be embarrassed to look into it. Or they might be hearing their uncle Bob telling them to never listen to a real estate agent. And so much more. Often their decision about when, what, and with whom to buy or sell a house is mired in this mix.

Swim in the Background Noise

Rather than approaching from the outside looking in, we can be responsible consultative salespeople and understand fully before promoting ourselves. We can get inside their world (swim in their background noise) and help them sort it out before we start trying to prove how valuable we can be.

This "buyer-centric" perspective means that we ask questions about their situation, what challenges they're facing, what solutions they've already thought about for those challenges, etc. And we do this without trying to sell ourselves at all. So when our buyer expresses a concern, for example, about the economy tanking again, rather than "handling" his objection by trying to convince him that real estate is always a good investment, we can hear his concerns and reflect them back to him. Ask him what that might mean to him, how he'd handle it if that did happen, and what other options might be available to him.

Turn the Light On

We're not putting ideas into his head...we're just raising the very issues that are troubling him so that he can explore them without fear. It's like turning the light on and seeing that the lump in the corner is just a pile of clothes.

In this way we help the prospect make decisions faster and be ready to hear our presentation that much sooner. And when we do present, it won't raise tons of objections because we'll already have addressed those underlying issues that would have generated the objections.

Taking Legal Actions In Dealing With Noisy Neighbors

If you already exerted all polite and civil ways to approach your neighbors with their noise issue, then its high time you proceed to resolve the problem the legal way. Since rowdy and noisy neighbors can cause real nuisance, this matter can be forwarded to the authorities if it really gets out of hand. Here are some tips on how you can do so.

o Read through your city's ordinance.

Go to the nearest local library or city hall and request for a copy of your city's ordinance, which would include noise laws. You might be surprised at the number of possibilities on how your complaint will hold water in the court of law. Some local ordinances would not allow too much vehicle noise. This law comes into affect whenever you see the "no blowing of horns" road signs. Similarly, noisy neighbors should be warned and would consequently face serious fines if the noise doesn't stop after several notices.

o Send a copy of the ordinance to your neighbor

Make a formal letter of warning stating that you are requesting your neighbors to quiet down. Attach a copy of the city ordinance along with the letter. Also express your intent to contact the authorities if your concern remained unresolved.

o Take legal actions

You can call the police and report the situation at hand if there were no improvement. The police would help you enthusiastically if they know that you exerted effort to resolve the issue yourself.

o Preparing for court

There are small claims courts that would welcome your case. If your neighbor's noise causes you extreme discomfort then you can sue them for nuisance. The lawsuit would order them to stop the noise and would require them to pay a good amount to compensate for the nuisance and interference you experience in your home.

You really don't need a lawyer. You just have to prove your case by providing evidences that there is indeed excessive noise and your privacy and comfort is being neglected because of such. It would also help to show a copy of the letter you send your neighbors (as mentioned above). As in any case, to win you need several witnesses, testimonies and some evidence to support your claim.