"I’m concerned about hidden costs like maintenance and property taxes."

Underlying Concerns:

• The prospect is worried about unexpected expenses related to owning the property, such as maintenance fees and property taxes, which could make the property less affordable over time.
• They may have had past experiences where they encountered surprise costs, leading to distrust of the buying process.
• They could be concerned that these costs will not be clearly disclosed upfront, leaving them financially stretched after purchase.

How to Tackle the Objection:

1. Acknowledge the concern: Validate their concern about hidden costs, showing empathy and understanding.
2. Reassure with transparency: Highlight your commitment to providing a detailed breakdown of all ongoing costs upfront, including maintenance fees, property taxes, and other charges.
3. Offer solutions: If minimizing maintenance costs is important to them, offer to tailor your property recommendations to include listings with lower maintenance fees.
4. Provide reassurance: Stress that your goal is to ensure they feel confident and fully informed, with no hidden surprises after purchase.

Sample Script (Detailed and Simple Language):

Prospect: "I’m concerned about hidden costs like maintenance and property taxes."

You: "I completely understand where you're coming from, [Prospect’s Name]. Maintenance fees and property taxes can be tricky to navigate, especially in certain areas."

• "One of the ways we make sure there are no hidden surprises is by providing a detailed breakdown of all the ongoing costs—like maintenance fees, property taxes, and any other relevant charges—right upfront. This way, you know exactly what to expect, and there’s full transparency."

• "If keeping maintenance costs low is important for you, we also have properties with lower maintenance fees. I can show you some options that would be a better fit for your budget."

• "Would that help? I'd be happy to go over the details with you or show you properties with more manageable ongoing costs."

Probing Questions to Engage the Prospect:

• "Are there particular costs, like property taxes or maintenance fees, that you're more concerned about?"
• "Have you had an experience before where hidden costs came up unexpectedly? I'd love to help you avoid that this time."
• "Would you prefer properties with lower ongoing costs, or are there amenities you value that you’d be willing to pay slightly higher fees for?"

Call to Action:

Offer to provide a clear cost breakdown for the properties they’re interested in, or show properties with lower ongoing costs if that’s a priority. Reassure them that you’re focused on full transparency.

Example:
"Let me put together a detailed breakdown of costs for any properties you’re interested in. If you’re looking for properties with lower maintenance fees, I can also show you some that fit within that range. How about we set up a time to go over these details? Would you be available later this week?"

Key Points to Emphasize:

1. Transparency: Make sure they understand that you provide a clear breakdown of all ongoing costs, ensuring there are no hidden surprises later on.

2. Tailored Solutions: Let them know you’re committed to finding properties with lower maintenance costs if that’s important to them, showing your flexibility to meet their needs.

3. Clarity on Long-Term Affordability: Reassure them that you’ll help them manage long-term costs, making sure the property fits comfortably within their financial plans.

4. Trust and Confidence: Build trust by emphasizing that you’re here to help them make a fully informed decision, with no hidden costs down the line.