Overcome Objections with L.I.M.S. (Listen, Isolate, Mirror, Solve & Close)

Use the L.I.M.S. formula to improve your communication with your buyers and sellers.

Have you ever worked with a seller who became upset when you suggested a price adjustment? What about a buyer who became frustrated about the selection of homes available in your market? Regardless of whether you’re working with buyers or sellers, objections are part of the real estate industry. However, objections are opportunities in disguise and give you the chance to exhibit your professional communication skills and expertise. If handled correctly, you will not only win the transaction, but you may also gain an advocate. Real estate professionals use the L.I.M.S. (Listen, Isolate, Mirror, Solve & Close) formula to help you overcome the common objections of buyers and sellers.

LISTEN: If you listen and ask questions, you’ll remain in control of the situation. Bring paper and a pen and ask if you can take notes. Always be polite and pay attention to what the client is telling you.

Phrases to Use:
“I understand.”
“I can see why you might think that.”

ISOLATE: Identify your client’s concerns, fears and frustrations.

Phrase to Use:
“What are your biggest fears or concerns about buying/selling a home?”

MIRROR: Repeat the concerns back to your client in a neutral tone to verify that you heard what they said correctly. The key to good communication is clarification.

Phrase to Use:
“If I am hearing you correctly, are you saying…”

SOLVE & CLOSE: You can’t reach this step until you’ve followed the ones outlined above. Once you’ve assessed your client’s apprehensions, you can resolve the issue and move forward.

Phrases to Use:
“With that being said, are you ready to move forward?”
“Let’s get the ball rolling.”

Referral Maker™ real estate CRM software makes it easy to make notes about your clients’ preferences so that you’re able to avoid any misunderstandings. Visit Referralmaker.com for more information and to start using Referral Maker real estate CRM today.

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3 thoughts on “Overcome Objections with L.I.M.S. (Listen, Isolate, Mirror, Solve & Close)

  1. Pingback: A Home in 1 Hour or Less? How to Manage Your Clients’ Expectations | Real Estate CRM Tips, Work by Referral, Build Deep Relationships

  2. Pingback: 4 Tips to Talk Your Clients off the Ledge | Referral Maker CRM Blog

  3. Pingback: How to Talk to Your Sellers about a Price Adjustment | Referral Maker CRM Blog

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