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Scripts give PMs best platform for fee objections

11 January 2013 Steven Cross

Using a script is the best way to deal with fee objections, according to senior executive and industry speaker Rik Rushton.

“Delivered with confidence having a script and rehearsing it will give you a powerful result to a fee objection,” Mr Rushton said in a recent blog posting.

As general manager of First National Ranges in Victoria, Mr Rushton manages his business and speaks at over 50 industry events every year.

“Rehearsed and practised consistently when the objection comes up you are going to be in the best place to handle it and that is what it is really about,” he said.

Mr Rushton believes it comes down to simply pointing out that the client needs to understand the need to hire you, the agent with the superior negotiating skills and not one with a discounting mentality.

“Respond to the objection by assuring them of the following and offering a counter-point. There are no trade secrets. We all know what each other charges. Why would the other agent feel compelled to come in under us – why wouldn’t they just match our fees?”

“Delivered with confidence having a script and rehearsing it will give you a powerful result to a fee objection.”

Scripts give PMs best platform for fee objections
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