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Casual Articles - 22 Closes For Real Estate Agents To Make The Sale
Have you ever seen an ad on television that was beautiful, slick, and stylish but didn’t fit the product? How about a magazine ad that, though gorgeously photographed, didn’t make it clear what was being sold? Or have you heard a catchy radio ad that neglected to give contact information? If you pay attention, you’ll notice these money-wasting advertisements in all types of media.If a corporation puts out a bad advertisement, the marketing department will have the resources and budget to make a mid-course correction (sometimes). Often the thousands of dollars a small business puts into an advertising promotion are the bulk of the marketing budget for the entire year (usually). There’s no money, time or resources for a do-over if the ad doesn’t bring in customers. Small business people simply can’t afford to spend money on expensive ads that don’t work.Preparing an effective ad is harder than it looks, but even the smallest business can produce an ad that works if some simple rules are followed. Following are four tips you can use to create a great ad for your business, regardless of your budget, marketing experience, or the media used:1. State the Product or Service ClearlyMake it absolutely clear what product or service you are selling. Keep it simple and honest. Instead of advertising “meticulously crafted, threaded fastening accessories” just say, “best steel wing nuts.” Don’t make it hard for the customer to pinpoint what you’re selling and don’t overdo the flowery descriptions.2. Use a Call-For-Action PhraseForgetting the call-for-action is the biggest mistake I see in small business advertising. A call-for-action is a short sentence telling the customer how to get the product or service, such as “call us for a free sample,” “order online at www.mywebsite
From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree?
10. The physical action close
The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed.
Homeowner: I am happy so far but I have one question. What about this listing period? I find 180 days a little long.
Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?)
When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house.
11. The hurry up close
This close implies it's to the homeowner's advantage to list now rather than wait until later.
Homeowner: Maybe I should wait.
Agent: You may want to list now. The reason is there are few homes in your price range in this neighborhood on the market today. This means buyers have less choices and the chances of getting your price are better. But if you wait, from my experience there will be more homes and then you'll have to be more competitive.
12. The testimonial close
To build credibility and reassure your homeowner he's making a wise decision, tell him about the success other people have had with your service. In this close, the agent uses letters or stories from other clients who have used the service and have received fantastic results. This eliminates listing anxiety.
Homeowner: I'm not sure.
Agent: These c
Is print advertising headed for extinction? No way, but I am seeing more and more companies pulling dollars from their print advertising budgets and moving them into other alternatives. The reason? To brand their product or service more effectively by balancing their ad campaigns and reaching their targeted demographic audiences from different angles. And even within the print medium, the playing field appears to be changing. Newspaper and Yellow Pages advertising has suffered a blow from the growth of the internet. Googling, Yahoo-ing and online news sources are pulling from their numbers. With internet research more easily available, more advertisers are targeting their prospective customers with direct mail campaigns which gives them the ability to pinpoint the demographic they are trying to reach by age, gender, income and location.The internet is a growing alternative. Google Ads and Yahoo Sponsored Search "Pay Per Click" advertising is grabbing a growing share of ad budgets. This new medium gives you the ability purchase a keyword and only pay for it if someone clicks on your website. The way it works in a nutshell is, when someone does a search using your keyword, your website url and a three line promotional ad appears on the right side of the search results page. It can be as inexpensive as a nickel per click and you can limit what you spend per day, so that Google/Yahoo shuts off your ad campaign for the rest of that day when your budget "limit" is reached.Outdoor advertising and signs on buses and transit systems is often in the mix of successful advertising budgets.Radio utilizes the magic of music and imagination to reach an audience in a lasting way. Of course this is one of my favorites because music, jingles and ad production are what I do. But all bias aside, radi
When a homeowner delays listing, you use benefits to move him towards a signature. Then, ask again with a different close. Constantly use different closes throughout the presentation at each listing signal. Most agents fail to get a listing because they don't ask for it. They give the homeowner the facts and figures and wait for the homeowner to say, "This is terrific, I'll take it."
If you want the listing, you have to ask for it. You have to ask for it many different times and in many different ways during the presentation. Since homeowners are afraid of making a decision, they will say "no" several times before they say "yes." This is true even if they want it and are almost ready to list. If you don't ask several times with many different trial closes, you may stop selling and leave just as the homeowner was getting ready to list.
Tension at the time of the close is natural. The agent fears rejection; the homeowner fears making the wrong decision. Using different trial closes helps the homeowner get past this moment of tension and gets him closer to a listing decision. Therefore, you shouldn't stop after just one "no," nor should you fail to use a trial close just because of tension between you and the homeowner.
Soft trial closes can be used early in the presentation. These closes are not pushy. They don't ask for a decision; they merely ask for an opinion. If the homeowner gives a positive answer to a soft trial close, you can then go to a stronger close asking for a decision. If they give a negative answer to a trial close, you go back to questioning and reselling benefits to encourage them to want to list and make it easy to close.
Here are 22 different closes and trial closes to help you ask for the listing. Use different trial closes throughout your presentation.
1. The Commitment Close
This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say:
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most important to them. Homeowners make 80% of their listing decisions on only 20% of the benefits. So hit their "hot button" over and over to get them "warm" enough to close.
For example, the homeowner agrees with the uselessness of open houses... so you must repeat it over and over with a few stories of past client examples of successful sales without using open houses.
3. The power of suggestion close
Help your homeowner visualize using your services. Speak to them as though they already have listed, and tie in a "hot button" benefit. Remember enthusiasm is contagious. You should talk as though they already listed and sold their home through you. Use the word "when" not "if."
When you sell your home, we will take a picture of us standing together in your front yard... just like these happy clients!
4. The "Yes, Yes" close
Ask "yes" questions, so when you close the homeowner is already in the habit of saying "yes." Each time they say "yes," they are closer to listing. Also, it becomes hypnotic. Eventually, "yes" comes automatically. Look at the following questions, and think about how natural it would be for the homeowner to answer with a "yes" to each one:
Do you want a quick sale?
Do you want top dollar?
Would you like to sell your home within 30 days?
May I show you some information?
5. The "Just Suppose" Close
In this trial close, you have the homeowner "just suppose" the objection didn't exist. You then ask if he would list. This tactic also helps you uncover and tackle hidden objections.
Homeowner: Your commission is too high.
Agent: Is commission your only concern?
Homeowner: Yes.
Agent: Just suppose you felt our commission was fair, would you list then?
What this does is expose the truth commission is not really the problem. All the objection is about is the fear of saying yes. By eliminating the fear, or postponing it, you move closer to the listing.
6. The Sharp Angle Close
The sharp angle close uses the homeowner's questions and comments to help you get a commitment to list. Instead of immediately assuring your homeowner you can meet all of their wants and needs, ask if they'll list with you if you can.
Use this opportunity to try a trial close by asking the homeowner to commit to listing if you can do what he wants. Then, give him what he wants. Never say you can do something extra for the homeowner without a commitment he will list if he gets what he asks for. Without the commitment, he will say "great" when you say you can do what he wants. Then, he will say, "Okay. Let me think about it."
Homeowner: I want a lower commission. Agent: If I could get you a lower commission, would you list right now?
7. The Switch Place Close
When all else fails, ask your homeowner to tell you what he would do to sell the home. You might get a quick lesson not only on how to sell this person but also on how to sell more effectively to your other prospects. Use this close when you can't figure out why the homeowner won't list:
Mary, would you put yourself in my shoes? If you were selling to someone, and you didn't know why he wasn't buying, what would you do?
If you get an evasive answer, ask: Is it the price (me, service, etc.)?
Then, ask: What would have to happen for you to use our services?
8. The puppy dog close
This close gets its name from the pet store closing technique of letting prospects hold the animal they like, so they can't resist buying it. This close lets your homeowner see for themselves their need for your service. Make sure your homeowner holds, tastes, feels, wears and tries out your service. Once they have experienced using it, they want it more and it will be easier to get them to list.
Example: Let the homeowner go through your MLS book (or computer listing database/print out) and decide the price point on the home. I did this all the time. I handed the homeowner the book and said:
"Here is your competition. They all have priced their home at $99,900. As you can see, there are pages of them! At what price would you price your home so it would stand out and not get lost in this book/computer listing?"
What this did was to establish my professionalism with the homeowner. Not one homeowner ever answered the question but rather said. "I'll leave that up to you." That's the best yes an agent can ever get!!!
9. The summary close
To use the summary close, simply reiterate the homeowner's needs and wants, and show how your service satisfies them. You sum up what the homeowner has told you about what he wants, and give him his own reasons back for listing. No one can disagree with his or her own reasons.
From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree?
10. The physical action close
The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed.
Homeowner: I am happy so far but I have one question. What about this listing period? I find 180 days a little long.
Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?)
When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house.
11. The hurry up close
This close implies it's to the homeowner's advantage to list now rather than wait until later.
Homeowner: Maybe I should wait.
Agent: You may want to list now. The reason is there are few homes in your price range in this neighborhood on the market today. This means buyers have less choices and the chances of getting your price are better. But if you wait, from my experience there will be more homes and then you'll have to be more competitive.
12. The testimonial close
To build credibility and reassure your homeowner he's making a wise decision, tell him about the success other people have had with your service. In this close, the agent uses letters or stories from other clients who have used the service and have received fantastic results. This eliminates listing anxiety.
Homeowner: I'm not sure.
Agent: These cl
You know - the decision you make when selecting a Merchant Account provider may be much more important than you think. Why? Because you will rely on their service many times a day, as you take in credit card payments for your business.The fees your merchant account provider charges, as a percentage of sales, will add up to tens of thousands, even hundreds of thousands of dollars, over the course of a few years!Bad or mediocre customer service can cost you many hours of nail-biting anxiety as you struggle to straighten out problems that may not even be your fault.Hidden fees can cut into your profits while early termination penalties force you to remain stranded without the freedom to get out and retake control of your future.If, for any reason, your credit card processing falters, your business will feel the pain. That is why it's very important that your merchant account provider pass some qualifications including these:Qualifier #1. Integrity of the Provider.Unfortunately the merchant account industry is full of deceptive claims and ruthless businesses that feast on the lack of knowledge that merchants have about our industry. Therefore, be on the lookout for these potentially “problematic” indicators:(a) When you call during business hours, do you get an answering machine instead of a live representative or a professional answering service?(b) When you ask about your processing costs, do you get straight-forward answers or just confusing blabber?(c) Do they post teaser rates all across their website with “free” terminal giveaways and ridiculously low rates?(d) Does their website have a valid domain name or are they just representing another merchant account provider?(e) Are they a member of the Better Business B
Here are 22 different closes and trial closes to help you ask for the listing. Use different trial closes throughout your presentation.
1. The Commitment Close
This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say:
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most important to them. Homeowners make 80% of their listing decisions on only 20% of the benefits. So hit their "hot button" over and over to get them "warm" enough to close.
For example, the homeowner agrees with the uselessness of open houses... so you must repeat it over and over with a few stories of past client examples of successful sales without using open houses.
3. The power of suggestion close
Help your homeowner visualize using your services. Speak to them as though they already have listed, and tie in a "hot button" benefit. Remember enthusiasm is contagious. You should talk as though they already listed and sold their home through you. Use the word "when" not "if."
When you sell your home, we will take a picture of us standing together in your front yard... just like these happy clients!
4. The "Yes, Yes" close
Ask "yes" questions, so when you close the homeowner is already in the habit of saying "yes." Each time they say "yes," they are closer to listing. Also, it becomes hypnotic. Eventually, "yes" comes automatically. Look at the following questions, and think about how natural it would be for the homeowner to answer with a "yes" to each one:
Do you want a quick sale?
Do you want top dollar?
Would you like to sell your home within 30 days?
May I show you some information?
5. The "Just Suppose" Close
In this trial close, you have the homeowner "just suppose" the objection didn't exist. You then ask if he would list. This tactic also helps you uncover and tackle hidden objections.
Homeowner: Your commission is too high.
Agent: Is commission your only concern?
Homeowner: Yes.
Agent: Just suppose you felt our commission was fair, would you list then?
What this does is expose the truth commission is not really the problem. All the objection is about is the fear of saying yes. By eliminating the fear, or postponing it, you move closer to the listing.
6. The Sharp Angle Close
The sharp angle close uses the homeowner's questions and comments to help you get a commitment to list. Instead of immediately assuring your homeowner you can meet all of their wants and needs, ask if they'll list with you if you can.
Use this opportunity to try a trial close by asking the homeowner to commit to listing if you can do what he wants. Then, give him what he wants. Never say you can do something extra for the homeowner without a commitment he will list if he gets what he asks for. Without the commitment, he will say "great" when you say you can do what he wants. Then, he will say, "Okay. Let me think about it."
Homeowner: I want a lower commission. Agent: If I could get you a lower commission, would you list right now?
7. The Switch Place Close
When all else fails, ask your homeowner to tell you what he would do to sell the home. You might get a quick lesson not only on how to sell this person but also on how to sell more effectively to your other prospects. Use this close when you can't figure out why the homeowner won't list:
Mary, would you put yourself in my shoes? If you were selling to someone, and you didn't know why he wasn't buying, what would you do?
If you get an evasive answer, ask: Is it the price (me, service, etc.)?
Then, ask: What would have to happen for you to use our services?
8. The puppy dog close
This close gets its name from the pet store closing technique of letting prospects hold the animal they like, so they can't resist buying it. This close lets your homeowner see for themselves their need for your service. Make sure your homeowner holds, tastes, feels, wears and tries out your service. Once they have experienced using it, they want it more and it will be easier to get them to list.
Example: Let the homeowner go through your MLS book (or computer listing database/print out) and decide the price point on the home. I did this all the time. I handed the homeowner the book and said:
"Here is your competition. They all have priced their home at $99,900. As you can see, there are pages of them! At what price would you price your home so it would stand out and not get lost in this book/computer listing?"
What this did was to establish my professionalism with the homeowner. Not one homeowner ever answered the question but rather said. "I'll leave that up to you." That's the best yes an agent can ever get!!!
9. The summary close
To use the summary close, simply reiterate the homeowner's needs and wants, and show how your service satisfies them. You sum up what the homeowner has told you about what he wants, and give him his own reasons back for listing. No one can disagree with his or her own reasons.
From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree?
10. The physical action close
The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed.
Homeowner: I am happy so far but I have one question. What about this listing period? I find 180 days a little long.
Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?)
When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house.
11. The hurry up close
This close implies it's to the homeowner's advantage to list now rather than wait until later.
Homeowner: Maybe I should wait.
Agent: You may want to list now. The reason is there are few homes in your price range in this neighborhood on the market today. This means buyers have less choices and the chances of getting your price are better. But if you wait, from my experience there will be more homes and then you'll have to be more competitive.
12. The testimonial close
To build credibility and reassure your homeowner he's making a wise decision, tell him about the success other people have had with your service. In this close, the agent uses letters or stories from other clients who have used the service and have received fantastic results. This eliminates listing anxiety.
Homeowner: I'm not sure.
Agent: These c
If you were to research the horror stories of offshore outsourcing gone wrong, you will find countless examples. You will find many cases where visions of saving money turned into hopeless legal battles and expensive lessons that would send chills to your innermost soul. You will also find examples of success. Since offshore outsourcing is such a hotbed of controversy, I hope I can bring some balance to the issue.The question on the minds of many small business owners is, "Should I consider offshore outsourcing?" The leading problem and cause of horror stories usually results from lack of due diligence. Before you consider the possible savings, you will benefit from extensive research.If you understand the cultural differences and make allowances for whether or not the laws will protect you in a dispute, it can help you make informed decisions. You must also understand international banking and how funds will be tied up during these transactions. Intellectual property and trade secrets should be a paramount concern.While these are important considerations, let's look at this from some common sense perspectives. Whether you are manufacturer or a service provider, even if your competitor's are using offshore outsourcing, you could gain some competitive advantages by not following the crowd.Any kind of outsourcing often involves surrendering control. If you are in manufacturing for example, the company that plans, engineers, develops, creates its own tooling, produces, and services their own product, is going to naturally be more responsive to their customers. They are in a position to further improve the product and answer any customer support issues.If you can structure your company so that a single team of people sees each project through from beginning to end, and c
4. The "Yes, Yes" close
Ask "yes" questions, so when you close the homeowner is already in the habit of saying "yes." Each time they say "yes," they are closer to listing. Also, it becomes hypnotic. Eventually, "yes" comes automatically. Look at the following questions, and think about how natural it would be for the homeowner to answer with a "yes" to each one:
Do you want a quick sale?
Do you want top dollar?
Would you like to sell your home within 30 days?
May I show you some information?
5. The "Just Suppose" Close
In this trial close, you have the homeowner "just suppose" the objection didn't exist. You then ask if he would list. This tactic also helps you uncover and tackle hidden objections.
Homeowner: Your commission is too high.
Agent: Is commission your only concern?
Homeowner: Yes.
Agent: Just suppose you felt our commission was fair, would you list then?
What this does is expose the truth commission is not really the problem. All the objection is about is the fear of saying yes. By eliminating the fear, or postponing it, you move closer to the listing.
6. The Sharp Angle Close
The sharp angle close uses the homeowner's questions and comments to help you get a commitment to list. Instead of immediately assuring your homeowner you can meet all of their wants and needs, ask if they'll list with you if you can.
Use this opportunity to try a trial close by asking the homeowner to commit to listing if you can do what he wants. Then, give him what he wants. Never say you can do something extra for the homeowner without a commitment he will list if he gets what he asks for. Without the commitment, he will say "great" when you say you can do what he wants. Then, he will say, "Okay. Let me think about it."
Homeowner: I want a lower commission. Agent: If I could get you a lower commission, would you list right now?
7. The Switch Place Close
When all else fails, ask your homeowner to tell you what he would do to sell the home. You might get a quick lesson not only on how to sell this person but also on how to sell more effectively to your other prospects. Use this close when you can't figure out why the homeowner won't list:
Mary, would you put yourself in my shoes? If you were selling to someone, and you didn't know why he wasn't buying, what would you do?
If you get an evasive answer, ask: Is it the price (me, service, etc.)?
Then, ask: What would have to happen for you to use our services?
8. The puppy dog close
This close gets its name from the pet store closing technique of letting prospects hold the animal they like, so they can't resist buying it. This close lets your homeowner see for themselves their need for your service. Make sure your homeowner holds, tastes, feels, wears and tries out your service. Once they have experienced using it, they want it more and it will be easier to get them to list.
Example: Let the homeowner go through your MLS book (or computer listing database/print out) and decide the price point on the home. I did this all the time. I handed the homeowner the book and said:
"Here is your competition. They all have priced their home at $99,900. As you can see, there are pages of them! At what price would you price your home so it would stand out and not get lost in this book/computer listing?"
What this did was to establish my professionalism with the homeowner. Not one homeowner ever answered the question but rather said. "I'll leave that up to you." That's the best yes an agent can ever get!!!
9. The summary close
To use the summary close, simply reiterate the homeowner's needs and wants, and show how your service satisfies them. You sum up what the homeowner has told you about what he wants, and give him his own reasons back for listing. No one can disagree with his or her own reasons.
From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree?
10. The physical action close
The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed.
Homeowner: I am happy so far but I have one question. What about this listing period? I find 180 days a little long.
Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?)
When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house.
11. The hurry up close
This close implies it's to the homeowner's advantage to list now rather than wait until later.
Homeowner: Maybe I should wait.
Agent: You may want to list now. The reason is there are few homes in your price range in this neighborhood on the market today. This means buyers have less choices and the chances of getting your price are better. But if you wait, from my experience there will be more homes and then you'll have to be more competitive.
12. The testimonial close
To build credibility and reassure your homeowner he's making a wise decision, tell him about the success other people have had with your service. In this close, the agent uses letters or stories from other clients who have used the service and have received fantastic results. This eliminates listing anxiety.
Homeowner: I'm not sure.
Agent: These c
They were the subject of a cheesy movie that became one of the biggest hits of 1987. They were the subject of an even cheesier 1991 sequel. They have also arguably become one of the most prominent and powerful tools among successful clothing retailers worldwide. And mannequins continue to play a growing role in retail clothing sales today.Beyond being unlikely movie stars, Mannequins are among the most effective sales tools in a retail clothing environment. But mannequins don’t just sell the clothes they are wearing. They are actually important tools for selling all of the clothes around them as well. Mannequins show customers what the store is all about and they create an image within the mind of what to expect from the clothes the store carries.The biggest thing that mannequins provide is a beacon to certain areas of the store. Mannequins dressed a certain way tell people who are in tune with that particular style that this area of the store is for them. They also are the most visible elements of the store from the outside. This is especially important in large malls where window shopping is the name of the game.It is important that retailers think of their mannequins as an element of interior design within the store. Mannequins are important tools for all clothing retailers because they contribute to the store’s overall ambience and personality. More than any other element of the store, the way mannequins are positioned and dressed tells passersby and shoppers what type of customer your store caters to. Be sure that the mannequins’ appearance supports the mood and flavor you seek to create in the store.The most important thing to remember is that customers view their favorite shopping destinations as reflections of their own personality. As a result, it is i
7. The Switch Place Close
When all else fails, ask your homeowner to tell you what he would do to sell the home. You might get a quick lesson not only on how to sell this person but also on how to sell more effectively to your other prospects. Use this close when you can't figure out why the homeowner won't list:
Mary, would you put yourself in my shoes? If you were selling to someone, and you didn't know why he wasn't buying, what would you do?
If you get an evasive answer, ask: Is it the price (me, service, etc.)?
Then, ask: What would have to happen for you to use our services?
8. The puppy dog close
This close gets its name from the pet store closing technique of letting prospects hold the animal they like, so they can't resist buying it. This close lets your homeowner see for themselves their need for your service. Make sure your homeowner holds, tastes, feels, wears and tries out your service. Once they have experienced using it, they want it more and it will be easier to get them to list.
Example: Let the homeowner go through your MLS book (or computer listing database/print out) and decide the price point on the home. I did this all the time. I handed the homeowner the book and said:
"Here is your competition. They all have priced their home at $99,900. As you can see, there are pages of them! At what price would you price your home so it would stand out and not get lost in this book/computer listing?"
What this did was to establish my professionalism with the homeowner. Not one homeowner ever answered the question but rather said. "I'll leave that up to you." That's the best yes an agent can ever get!!!
9. The summary close
To use the summary close, simply reiterate the homeowner's needs and wants, and show how your service satisfies them. You sum up what the homeowner has told you about what he wants, and give him his own reasons back for listing. No one can disagree with his or her own reasons.
From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree?
10. The physical action close
The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed.
Homeowner: I am happy so far but I have one question. What about this listing period? I find 180 days a little long.
Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?)
When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house.
11. The hurry up close
This close implies it's to the homeowner's advantage to list now rather than wait until later.
Homeowner: Maybe I should wait.
Agent: You may want to list now. The reason is there are few homes in your price range in this neighborhood on the market today. This means buyers have less choices and the chances of getting your price are better. But if you wait, from my experience there will be more homes and then you'll have to be more competitive.
12. The testimonial close
To build credibility and reassure your homeowner he's making a wise decision, tell him about the success other people have had with your service. In this close, the agent uses letters or stories from other clients who have used the service and have received fantastic results. This eliminates listing anxiety.
Homeowner: I'm not sure.
Agent: These c
How Well do You Know Your Clients? Many people new to business often make the classic mistake of creating a product or service out of their personal passion (or talent) then try to sell their product or service into the marketplace without fully understanding the intended customers needs and desires.In other words - they make ‘guesstimate' assumptions and then jump into business. Their belief being (more often than not) ‘I like it so you will like it as well'. This then leaves them confused when the business they are running is just not working at all after repeated different attempts to get it to fly (or there simply isn't enough business coming through the door to support their dream).The danger then is to fall into the trap of working harder and harder (longer and longer hours) whilst also finding fault with everything that doesn't work. This ultimately leads to a serious work / life imbalance, and ultimately stress and illness.So what's a solution? Focus your thoughts on becoming a hyper-critical thinker. Allow time out every day to ask yourself what you are doing, how you are doing it, who you are doing it for and also (probably most importantly), why they will care.Many people think of the ‘How' before they think ‘Who', ‘Why', ‘Where' and ‘What'...If you are not seeing consistent growth within your business, then take a look at the level of attention you are paying to one (or all) of the following:Gaining increased sales from your existing clients and databaseMaximising the profitability from your existing sales (upselling)Getting new clients through the doorUnderstanding precisely who your customers are is critical to building any business. Try asking yourself the following qu
From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree?
10. The physical action close
The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed.
Homeowner: I am happy so far but I have one question. What about this listing period? I find 180 days a little long.
Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?)
When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house.
11. The hurry up close
This close implies it's to the homeowner's advantage to list now rather than wait until later.
Homeowner: Maybe I should wait.
Agent: You may want to list now. The reason is there are few homes in your price range in this neighborhood on the market today. This means buyers have less choices and the chances of getting your price are better. But if you wait, from my experience there will be more homes and then you'll have to be more competitive.
12. The testimonial close
To build credibility and reassure your homeowner he's making a wise decision, tell him about the success other people have had with your service. In this close, the agent uses letters or stories from other clients who have used the service and have received fantastic results. This eliminates listing anxiety.
Homeowner: I'm not sure.
Agent: These clients used our services, and they have had fabulous results. So will you! This close is good for an insecure homeowner afraid of making a decision. The fact others have already tried your service and are happy will relieve his anxiety.
13. The qualifying close
This close determines whether or not the person you are talking to is able to make the necessary decision.
If I can sell your home at the price you want, are you in a position to make a listing decision today?
14. The readiness close
When you can't tell if you're getting through to a poker-faced homeowner, use the readiness close to gauge your homeowner's interest. This close checks the homeowner's "listing temperature."
You can also find out if you are on the right path with your presentation or need to change course. The great thing about this close is it doesn't end your presentation. Instead, it tells you whether you should keep selling or go for a stronger close.
Does this make sense to you?
How do you feel about this so far?
Is this what you wanted?
Is this an improvement for you?
15. The invitational close
If your homeowner is waiting for an engraved invitation to list, give them one. Make a persuasive argument for your service, including the reasons why your homeowner should list. Then, invite them to do it. This close is powerful because it is direct. It is especially useful with the no-nonsense homeowner. They appreciate its directness.
Why don't you give us a try?
Why don't you take it?
Would you like to get started right away?
16. The ultimatum close
This close is best used when the homeowner is putting you off and hasn't made a decision. He hasn't said "yes" or "no." He just continually procrastinates. This close should be used only when you have decided the homeowner isn't worth pursuing any further. You want to force a decision. In this close the agent fills out a listing agreement, looks at the homeowner, and says:
Either it's a good idea, or it isn't.
At this point, you give the homeowner the agreement, and ask them to sign it.
17. The reverse close
The reverse close turns a homeowner's reasons for not listing into reasons for listing. When your homeowner voices an objection, think of a benefit to that objection.
Homeowner: Your commission is too high.
Agent: That's the very reason you should use us. Because of our successful track record, which proves our quality, we list and sell more homes than most other companies. Being with the best is better than with the rest!
18. The take away close
People want things more if they feel they may not be able to get them. If you suggest what you are offering may not be available it can be just enough to help the homeowner want to make the decision now.
I only take a few new listings per month. I do not want to over extend myself and hurt my clients. Right now I have the time for another client. I sure would love to work with you! I think we would work together well. Wouldn't you agree!
19. The Scratch Pad Close
This is a very powerful close. Bring out three or four agreements early in the presentation. Mention you'll be using them as scratch paper. You are doing this because if you get a strong listing signal later, you'll already have a filled-in agreement with their name and address on it. You can just slide it across the table for the homeowner to sign.
20. The Ben Franklin close
Since few agents can offer homeowners the perfect service, it's often difficult to overcome every one of their objections. When an unanswered objection stands between you and a listing, make a list of benefits versus objections. Just make sure the benefits far outweigh the objections.
Present them to your homeowner, and say, "As you can see, the reasons for listing outnumber the reasons against."
This is a good close to use when the homeowner has some objections you cannot overcome. Simply list all the pros and cons of the situation.
21. The "You'll Thank Me Later" close
Use this close when you know you're pressuring the homeowner.
Homeowner: (Irritated) I'm not ready to list.
Agent: I know I'm pressuring you. But you'll thank me after you've sold your home and found the one you want. You'll feel great!
22. The story close
Close to 80% of the listing decision is based on emotions. The part of the brain involved with emotions is the right hemisphere, and this side deals well with stories and pictures. In order to appeal to the emotional side of the brain (the listing side), build your presentation around stories of others who have hesitated before making a decision but were overjoyed with the results when they did decide to act. You can even use stories that are not business-related.
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