How to Handle "Send Me Some Information" in Real Estate & Property Management Sales
Expert framework for overcoming the "Send Me Some Information" objection in Real Estate sales. Proven 3-step method with industry-specific examples.
ScriptFly AI Team
Expert Sales Trainers
How to Handle "Send Me Some Information" in Real Estate & Property Management Sales
You've heard it a thousand times: "Just send me some information." Those six words are the silent killer of real estate deals, turning hot leads into cold, forgotten email attachments. But what if you could transform this objection into a powerful conversation that closes deals?
Why Real Estate Prospects Say "Send Me Some Information"
In the high-stakes world of real estate and property management, prospects use this phrase as a polite shield. It's not about wanting information—it's about avoiding commitment, reducing pressure, and maintaining control of the sales interaction.
The Real Reasons Behind This Objection:
- They're not convinced of your value proposition
- They want to delay making a decision
- They're using it as a soft rejection mechanism
- They lack urgency or see no immediate problem to solve
The Wrong Way to Respond (That Most Reps Do)
Most sales reps hear "send me information" and immediately go into autopilot, emailing generic brochures that end up in the digital trash.
Don't:
- ❌ Immediately email generic marketing materials
- ❌ Passively accept the request without qualification
- ❌ Fail to understand the prospect's underlying hesitation
The 3-Step Framework That Actually Works
Step 1: Acknowledge Without Agreeing
Validate their request while maintaining control of the conversation. Your goal is to understand their true motivation.Example Response:
"I appreciate you wanting more information. Before I send anything, can you help me understand what specific details would be most valuable to you right now?"
Step 2: Reframe the Conversation
Shift from information delivery to problem-solving consultation.Example Response:
"Instead of sending a generic packet, what specific property management challenges are you looking to solve? That way, I can customize the information to your exact needs."
Step 3: Ask a Diagnostic Question
Use strategic questions to uncover real needs and create engagement.Power Questions to Ask:
- "What prompted you to explore property management solutions now?"
- "Are you experiencing any specific pain points with your current system?"
- "How would solving [specific problem] impact your business?"
Real-World Example: Summit Properties Group
When Summit Properties Group encountered the "send information" objection, their top sales rep didn't miss a beat. During a call with a potential large-scale client, instead of emailing a generic brochure, they asked probing questions about occupancy rates and maintenance inefficiencies.
What Happened: The prospect revealed significant operational challenges. By diagnosing the problem in real-time, the rep transformed a potential brush-off into a $75,000 annual contract.
Key Takeaway: Curiosity and strategic questioning beat generic information every single time.
Industry-Specific Considerations for Real Estate & Property Management
The $35,000 average deal size in this industry means stakes are high, and prospects are sophisticated. They're not looking for basic information—they want tailored solutions.
- Market Volatility: Prospects need proof of adaptability
- Average Deal Size ($35,000): Requires deep trust and personalization
- Typical Objection Triggers: Economic uncertainty, technology skepticism
5 Variations You Can Use Tomorrow
Variation 1: The Empathy Reframe "I completely understand wanting more details. What specific outcomes are you hoping to achieve that make this a priority right now?"
Variation 2: The Social Proof Angle "Instead of sending generic info, would you be interested in hearing how we helped a similar property management firm reduce vacancy rates by 22%?"
Variation 3: The Risk Reversal "I'm happy to send information, but what would make this worth your time? I want to ensure we're not wasting each other's resources."
Variation 4: The Future-Pace "Let's explore how solving this today could transform your business six months from now. What does ideal performance look like for you?"
Variation 5: The Direct Challenge "Most firms that ask me to 'send information' are really saying they're not serious. Are you genuinely looking to solve this, or just collecting data?"
Common Follow-Up Objections (And How to Handle Them)
"I still want that information" → Offer a brief, value-packed overview that creates curiosity, not satisfaction.
"I need to discuss with my team" → Request a brief, collaborative discovery call to align expectations.
"Can you just email everything?" → Politely insist on a quick call to ensure relevance and understanding.
The Bottom Line
Stop treating "send me information" as a dead-end. It's an opportunity to demonstrate value, showcase expertise, and differentiate yourself in a crowded market.
Quick Win: Replace your next information request response with a diagnostic question that reveals real needs.
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Common Questions About This Objection
When is the best time to use this objection response?
Use this response immediately when you hear the objection. The key is to acknowledge their concern authentically before reframing it. Timing matters—respond too quickly and you seem dismissive, wait too long and you lose momentum.
What if this script doesn't work for my specific situation?
Every prospect is different. Use these scripts as frameworks, not word-for-word responses. Adapt the language to match your industry, product, and the prospect's communication style. The underlying psychology remains the same.
How do I practice these responses effectively?
Role-play with a colleague or record yourself. Focus on tone and delivery—confidence matters as much as the words. Practice until it feels natural, not scripted. The goal is to internalize the framework, not memorize lines.
Can I combine this with other objection handling techniques?
Absolutely. These responses work well with techniques like the "Feel, Felt, Found" method or the "Boomerang" technique. Layer multiple approaches for complex objections, but keep it conversational—never sound like you're running through a checklist.
How many times should I try before moving on?
If you've addressed the same objection 2-3 times using different angles and they're still not budging, it's likely not a real objection—it's a polite way of saying no. Know when to pivot or disqualify the prospect to focus on better opportunities.
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