Closing More Deals: The Complete Guide to Objection Handling in Real Estate

By Tom Toole, Tom Toole Sales Group
#1 RE/MAX Team in PA


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In this course, Tom starts by sharing his three-part formula for handling objections, which will help you approach every protest with confidence. From there, he introduces you to Neurolinguistic Programming (NLP), a technique that can help you understand how to persuade and influence prospects effectively. You will learn about NLP techniques like Embedded Commands, Tie Downs, and Level Shifts, complete with downloadable PDFs providing examples of each.

In the second part of the course, Tom covers 14 objections that you are likely to face as a real estate agent. Using the three-part formula and NLP techniques, you will learn how to tackle objections like “I know someone in the business,” “I’m going to sell on my own,” “I only want to talk to the listing agent,” and much more.

Tom shares his expert insights and offers examples to help you master each objection. This course will equip you with the knowledge and skills you need to handle objections confidently and close more deals.