SANTO DOMINGO.- According to Ariel Grasso, the objections “are simply disguised opportunities and doubts that the owners have and that few real estate agents have sat down and taken the time to clarify.”
“Every obstacle that arises during the acquisition process is an opportunity to educate homeowners about the current market and its opportunities,” said the prominent agent, number one at RE/MAX Dominican Republic and leader of the franchise’s number one team worldwide
Recently participating as a keynote speaker at the RE/MAX Ecuador national convention, which was attended by more than 400 real estate agents, Grasso shared key strategies on how to handle the most common objections faced by real estate agents.
Ariel Grasso during his presentation in Ecuador. (External source).
“It is common to encounter objections such as, I don’t want to sign an exclusivity contract, the price you are suggesting is too low (when it is the real market price), the other real estate agent is charging me less, among other objections,” he explained.
During his speech, he opined that many real estate agents have not yet realized that the most important part of the business is lead generation, and for this, it is necessary to take care of each step of the process, prepare and train.
Grasso emphasized that proper training in handling objections through role-playing exercises not only increases the agent's confidence, but also strengthens the relationship with the owner and increases the chances of securing projects, pricing them at market value, and obtaining exclusive listings.
He pointed out that by addressing concerns proactively and empathetically, agents can turn a difficult conversation into an opportunity to achieve better leads that are truly marketable.
“Nothing is accomplished by acquiring properties that in the end no one will be able to sell,” Grasso said.
International speaker
“It is an honor to be able to share my knowledge and experience with colleagues from Ecuador, and to continue supporting the growth of the real estate sector internationally,” said Grasso, after stating that this international recognition reinforces his status as a benchmark in the industry.
“His presentation not only left a lasting impression on the attendees, but also opened new opportunities for collaboration among agents from different countries. With this international invitation, Ariel Grasso reaffirms his position as a global leader in the real estate industry, committed to continuing to contribute to the professional development of agents worldwide,” a press release states.
