How To Handle Objections | "I Need To Talk To My Spouse"

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Chapters

• 0:00 Why Spouse Objections Kill Deals
• 1:04 The Real Objection Behind The Phrase
• 1:50 Worst Ways To Respond
• 3:13 Three-Step Framework Overview
• 4:15 Scenario A: Spouse Is Decision Maker
• 5:22 Scenario B: Spouse As Stall
• 6:15 Language That Lowers Fear
• 7:19 Bad Vs Good Role Play
• 8:23 The Spouse Anchor Close

Transcript

SPEAKER_00: 0:03

If you're wholesaling and you hear, I need to talk to my spouse, well, you're going to hear it a lot. And most people handle it wrong. They either get defensive, like, why do you need to talk to them? Or they get passive. Okay, let me know. And then the deal slowly dies. Here's the truth. I need to talk to my spouse, it's not the objection, it's the doorway to the real objection. And the real objection is usually one of these. The spouse is the real decision maker, and you're not talking to them. The spouse doesn't trust you or doesn't trust the process. Or the spouse wants a different number or a different plan. So today I'm going to show you how to handle the objection like a pro without being pushy, without sounding like a salesman, and without letting the seller stall you into oblivion. Let's start with the fastest ways to lose the deal. Bad response number one. Why do you need to talk to them? That sounds like you're trying to separate the seller from their support system. Creates instant distrust. Bad response number two. Okay, talk to them and call me back. That's a polite way of saying I'm giving up. All control is lost. Bad response number three. Just sign now and you can tell them later. Well, congratulations, you're one of the worst closers ever, and you just became the villain in their marriage. Your goal is not to bypass the spouse, your goal is to bring the spouse into the process. So let's talk about a three-step framework. Step one, validate without conceding. Totally fair. It's a big decision, and I'd expect you to talk to them. That line lowers resistance, and you're not fighting reality. Step two, clarify what talk to my spouse means. And then you ask, quick question Are they just supportive and you want their opinion, or do they need to be a part of the decision? This is huge because if they need to be a part of the decision and you keep talking to only one spouse, you're negotiating with half of a contract. Step three, control the next step. You do not end the call with call me back. You end it with a scheduled action, a three-way call, speakerphone, or a set appointment where the spouse is present. No drifting. Now, how do you handle the two most common scenarios? Scenario A, spouse is a true decision maker. The seller says, I need to talk to my spouse. And you say, totally fair. Is your spouse a decision maker on this? Or meaning they need to be comfortable too? If they say yes, you go perfect. The fastest way to do this is to get them involved now so you're not relaying info back and forth. Are they available for a quick two-minute call, or can you put me on speakerphone? Notice the key difference. You're not demanding, you're offering efficiency. If they say the spouse is at home or can't talk, you say, no problem. Let's schedule a quick call when you're both together. What's better, later today or tomorrow? Two options. You're still controlling the timeline. Now, scenario B spouse is support, but seller is stalling. Seller, I need to talk to my spouse. You, totally fair. Before you do, what do you think they're going to be concerned about? Price, timing, or just making sure this is legit? This pulls the hidden objection out of the seller's mouth before it becomes a spouse objection later. Because a lot of times the seller is the one uncomfortable and they're outsourcing the no to their spouse. If they say price, well then you can handle price. If they say trust, then you can build credibility. If they say timing, you handle the timeline issue. The spouse objection is usually about fear. Let's be real. Most spouses are not sitting around thinking, how can I sabotage this deal? They're thinking, is this safe? Are we getting screwed? Is this the best option? Is this guy even real? So your language needs to lower fear and increase certainty. Here's the line. I'm happy to answer anything they're worried about. We close at a local title company. You don't pay any realtor commissions, and everything is in writing. I'd rather they feel good about it than have questions sitting in the background. And then sit in silence. That sounds confident and normal. Now here's some bad versus good role play. Let's start off with a bad version. The seller. I need to talk to my spouse. You. Okay, let me know what they say. Seller. All right. Now you're waiting on a stranger you've never spoken to. Great strategy. Let's talk about the good version. Seller, I need to talk to my spouse. You, totally fair. Are they part of the decision or do you just want their opinion? Seller, they're part of it. You make sense. Let's not do the back and forth. Are they around the hop on a quick call, or can you put me on speakerphone? Seller, they're at work. You no problem. Let's schedule a quick call when you're together so everyone's on the same page. Is that better tonight at 6:30 or tomorrow morning? Seller. Tonight at 6:30. You. Perfect. I'll call you at 6:30. And just so I'm ready, what do you think your spouse's biggest concern will be? Price, timing, trust? Now you're in control. Let's talk about the spouse anchor close. When you get the spouse on the phone, keep it simple. Confirm the problem. Confirm the timeline. Confirm the process. You say, hey, spouse, I'll be quick. Your spouse told me you'd want to be involved. And that's totally fair. The goal here is to solve the motivation, the problem that the other spouse told you by the timeline that the other spouse gave you. We close through a local title company. Everything's in writing. Let me know what questions do you have about the process. This opens it up for them to then explain what true objections they have. So you have to shut up. If they ask about price, don't argue. Explain the constraints and the options. If they ask, who are you? Explain your process, not your personality. If they ask, can we get more? Explore what more means and whether retail listing is realistic for them, their property, the condition, and their timeline. And then wait for the true objections to come up. Now let's talk about after you've scheduled an appointment to talk to the spouse and how you can have a fail-safe follow-up text message. If you schedule the spouse call, send this text. Sounds good. We're set for 6:30 p.m. We'll keep it simple price, timeline, and the closing process. If you two think of any questions before then, text them here. Now the spouse call is framed and controlled. Now, if you really want to take this text message to the next level, you can either just pick up your cell phone, record a quick video of you saying, hey guys, looking forward to our call at 6 30. I just wanted to send you a quick video showing that I'm a real person and that I'm legitimate and that I exist. And just want to tell you that I'm looking forward to our conversation where we'll go over how we could be your solution to your problem. And send that to them. It's one of the best things that you can ever do. It makes you a real person, someone that they can look at and say, Oh, look at him. He wears a hat, he's got a beard just like my husband. He's real, he's legitimate. He actually has listened to our needs, and he's looking forward to answering any questions that we have later tonight. Don't allow, let me talk to my spouse, kill your deals. All that means is you haven't answered all of their questions yet, and you need to do it for both parties involved. This is easily overcome, but it's often overlooked, and it allows deals to fall apart. Let me know what you guys think in the comments. Regardless, show me some love, like today's video. We'll see you guys tomorrow.