Handling “Another agent said they would pay”.
This objection usually comes down to one thing: The vendor is comparing total selling costs. Do not criticise the other agent. Explain your own approach clearly.
This objection usually comes down to one thing:
The vendor is comparing total selling costs.
Do not criticise the other agent.
Explain your own approach clearly.
Start with the campaign.
A simple response is:
“That is their model. My approach is to recommend the campaign I believe the property needs, show you exactly what it costs and let you decide how you want to proceed.”
Keep the focus on your process.
Explain the difference.
If another agent is offering to pay the marketing, ask what is actually included.
The vendor should compare:
Photography
Floorplan
Portal level
Signboard
Social media
Video
Database marketing
Print
Campaign length
A “free” campaign may not be the same campaign.
Avoid competing on advertising alone.
Do not respond with:
“We will match it”
“We can pay too”
“They are only doing that to win the listing”
Instead, explain what you are recommending and why.
For example:
“I would rather show you the campaign I believe gives the property the right exposure and let you compare it properly.”
Bring the conversation back to value.
The vendor is not only choosing who pays for the advertising.
They are choosing:
The agent
The sales strategy
The marketing plan
The negotiation process
The level of service
Advertising is one part of the decision.
If upfront cost is the concern.
You can say:
“If the main issue is paying the campaign upfront, we can also show you the Property.Credit pay-later option for eligible vendors.”
This can remove the cash-flow concern without changing the campaign.
Vendor Conversation Script.
Vendor:
“Another agent said they would pay for the advertising.”
Agent:
“That may suit their business model. I would suggest we compare exactly what is included in each campaign.”
Vendor:
“They said it would cost me nothing upfront.”
Agent:
“Let’s separate the campaign from the payment. I will show you the marketing I recommend, what each item does and the total cost. If upfront payment is the concern, there is also a Property.Credit pay-later option for eligible vendors.”
Vendor:
“So why wouldn’t I just go with the agent paying for it?”
Agent:
“I would compare the full service, campaign and sales strategy, not just who pays the advertising bill.”
Agent Action Plan.
1. Stay neutral
Do not criticise the competitor.
2. Compare the actual campaign
Check what is included, not just the headline offer.
3. Explain your recommendation
Show why each item is there.
4. Keep payment separate
Introduce Property.Credit if upfront cost is the issue.
5. Bring the discussion back to the full service
Marketing is only one part of the agent’s role.
The vendor should compare the whole sales strategy, not just the advertising offer.