He is one of the most sought after speakers and authors for high volume production with life balance in the real estate industry. If the deer manages to move at all, he does it at the last split second before fatal impact, leaving you to experience heart-pounding adrenaline for the next 30 minutes.
Many agents treat objections the same way that a deer treats oncoming traffic.
They are frozen in terror, and move only at the last second before the buyer or seller runs them over. Often agents will view an objection as a big wall between them and the sale, a wall so tall that they can see no way around, over, under, or through. An unskilled salesperson fears hearing an objection, but a great salesperson views objections as opportunities. Your mental approach to an objection will determine your success or failure. Most agents dread hearing an objection, but most objections result from one of two situations.