Turning hesitation into opportunity in real estate

Hey hey!

This week, coming to you from Perth, current POV getting ready for the final AI Powered Agents in-person workshop to be held in beautiful Fremantle Sailing Club (after that, I head to NZ in November, so for any of you NZ readers - would love to see you there…)

Today, I’m sharing one of my favourite GPTs, which we have been having a lot of fun with lately in the in-person workshops.

It’s called the Sales Objection Game.

Here are a few reasons you might want to give it a go…

1. As a real estate agent or property manager, it helps refine answers to common objections from clients, building your confidence so you’re always prepared. You'll learn how to turn hesitation into opportunity, whether it’s fees or questions about market conditions.

2. This game is not just about finding a script or a dialogue or a quickfire answer. Clients want to feel heard and reassured. This GPT helps both your listening and empathy skills, which can help build trust with clients quickly.

3. So far, no one in the course has gotten above 75 per cent on the first try, and nobody (yet) has achieved the “yes, I’ll buy response…” (meaning everyone can use some skill training on handling objections, particularly those tricky questions about why you are different to the next guy… )

Here’s how you do it:

1. Click on this link and click on the conversation starter “Play the objection game!”

   

2. You’ll be prompted with “Awesome! Let's get started. What product or service are you selling today? Give me a quick intro and offer.”
   
   So you’ll put in a scenario, for example, “I’m a real estate agent pitching property management services to a client…”

Then the game begins - you’ll be asked for your elevator pitch, and the GPT will throw a random objection your way.

Once you’ve answered the objection, you’ll be ranked something like this:

Nice response! Let’s break down your answer using the five objection-handling criteria:

1. Clarity (Was the response clear and easy to understand?): 

Your response was straightforward but a little vague. You mentioned “new real estate rules” and “legals” without specifying what they are, which might confuse the client about the exact value you're offering.

 Score: 6/10

2. Relevance (Did the response directly address the objection?): 

You addressed the objection by pointing out the complexity of new rules, which gives the client a reason to reconsider self-management. However, you missed an opportunity to dig into other benefits you offer, like saving time or improving property performance.

 Score: 7/10

3. Empathy (Did the response acknowledge the client's concerns?): 

While you provided a valid reason to hire a manager, you didn't really acknowledge the client's past success managing on their own. A little more empathy would make them feel more heard.

 Score: 5/10

4. Value Proposition (Did the response emphasize your unique value?): 

You highlighted the importance of legal knowledge, but you didn't lean into your 35 years of experience or how your personalized service can make their life easier.

Score: 6/10

5. Conciseness (Was the response brief and to the point?): 

Your answer was short, which is good, but it could be tightened up further. Phrases like "new real estate rules" could be more specific to make it stronger without being longer.

 Score: 7/10

Overall Score: 31/50

You made some good points, but here's how to improve: Acknowledge that they’ve managed well, then introduce your experience and specific examples of how new legal changes might trip them up. Finally, reinforce your personal service—something they can’t get from self-managing.

Would I buy? Pass for now—but I'm interested. Do you want to try again or take on a new objection?

Good luck and happy hunting 🚀