When working through a client’s objection try using the FEEL, FELT, FOUND sales skill. It can be used whenever a client objects to anything like higher than expected HOA or fear of “The Bubble”. It goes like this…

“I understand how you FEEL, other clients of mine FELT the same way. However when they FOUND out that the monthly association dues included $30 for property management expertise and another $50 for capitol improvement reserves, they realized that the additional $80 was actually a better deal than the addition risk exposure at other HOA’s”

Or

“I understand how you FEEL, I FELT the same way about the real estate bubble as well. However, I started taking a look at some of the charts and forecasts available to us as industry insiders and I FOUND that our local economy is actually very strong and this is a good time to buy and take advantage of the adjustment in the market’s pricing and lower interest rates.”