Tags |
|
|
Links |
|
|
Digg it UP - 22 Closes For Real Estate Agents To Make The Sale
Why? Despite unfulfilled promises from companies, long waits, cold treatment and delayed return calls by customer service staffs, customers rarely complain and keep coming back to your business, provided your competitors are not doing any better than you. That's a fact!Rule of Thumb1. Create a Vision of Perfection.Make it easier for your customers to do business with. Make it a warm and pleasant experience for your customer. It is a must to train staff to be sensitive to the need of the customers, be attentive, warm and knowledgeable so customers feel they are in good value of their money. Make customers feel happy to come back for more.Always remember to communicate your vision to the rest of your company. That perfect vision is your goal!2. Study and Discover What Your Customer Wants.a) Listen to your Customers. Listen to what they say. Listen to what they don’t say. Customers sometimes may say one thing but mean another.b) Listen to your silent customers. They are the ones who don’t even bother to complain.c) Listen to those who say "Okay", “Fine.” They are the ones who are not satisfied even when they mean the line was too long.Know when to ignore what customers want. Don’t try to give them everything all at once. It doesn’t work. Look after the needs of your customer only within the limits of your vision. Constantly focus in achieving your vision.3. Be Sincere.Start asking questions that are sincere. Customers don’t open up with you if you if they feel that you don’t care. Win their confidence. Take time to get a conversation going. Customer can sense that you are serious, only then will they open up to you.Remember. If you don’t listen to your customers’ thoughts and feelings, you fail
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
Maybe you don't want to work that hard, or maybe you have been burned by consultants so you are not inclined to listen to one. Or maybe you already have a measure of success and don't think you need to do anything more. No matter what positon you are in, if you Do This One Thing you will beat 85% of your competition every day of the year. If you are in the 15% category already, please email me with a sentence or two confirming how well this works for you.What we are about to discuss applies to every business large or small and in every industry. Next, this is easy to do, but it does require some work. and a minor level of technical skill. However, I assure you if I can learn this, you can to. Finally, when you do this consistently, you will make more money than you ever imagined. This action is at the core of what makes people happy.OK, here it is: every business has customers. if you are a professional service business, your customers may be called clients or patients. At the transaction level they are customers. They buy something from you. Some people cross the path of your business and don't buy. Others you call on and some buy and some don't. With each action there is a contact and when you have contact you have an opportunity to make a record of that customer or prospect's contact information. That record can be as simple as a first name and email address. It may be comprehensive including complete contact information, biographical sketch, business history and so on.The one thing you must do if you are in business is obtain the contact information of people doing business with you and people who visit with you but have not yet purchased. You must then use this information and let them know you are thankful and you are sincerely interested in continuing the business relations
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
As almost every Affiliate or Networker sure knows, it may sometimes be hard to get a WORKING downline. It is often easy enough to get a couple of guys to sign up under You, but then...Why do they STOP?!? How hard can it be for them to sign up a few names, when it was so easy for You?During the last five or so years I have been involved in a lot of different projects. With a great variety of success. I have sold everything from telecommunication to vitamin pills for old ladies. The only thing common to these projects has been the fact that they all work as some kind of MLM or, in the worst cases, as a pure pyramide scam. Downlinebuilding.So what have I learned?- NEVER, ever invest a dime in a MLM or similar until You have a solid ground of resellers to stand on!- Get experience and knowledge. There is nothing worth more than experience and knowledge of the program You currently are selling. You have to be able to answer the questions You get from people You try to sign up.- Do not be afraid to fail. The problem is not necessary in You OR the product. There is a multitude of reasons why a project can fail.So how do I achieve all that?The cheapest way, of course, is to sign up for one of those gazillions of "free" programs out there. Scam or not. That way (with a bit of luck) You can obtain both a downline and experience in the field at the same time. Don't count on it to happen immediately, but in time You get one contact here and another there. Before You know it You have a few names. That is the beginning of a LIST. And if You have a list of contacts, You have the beginning of a working business.Work only at one project at time. You cannot expect Yourself to have the ability to get a multitude of projects running with no previous exper
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
Technology provides often a source for change. But also, technology is responsible for the fact that changes do not happen as swiftly as possible. And one main ingredient in this dilemma is that existing technology is still suitable. Like the pair of shoes that are still valuable to use, they are only out of fashion.When thinking about introducing a change and when elaborating a vision about one, you are facing a similar dilemma that is to do with the first step you have to take. Basically there are two options: one is where you bridge from a current situation to a new one, the other is where you do not take the current technology is a starting point. The first option is focused on what you have now and reusability, the second option is focused on a new technology and where the bridge to current usability will be thought of later.Internet telephony is a clear example that is struggling with this dilemma. There are many solutions but most of these come done at the same dilemma; do we start from what we have or do we momentarily discard current technology and elaborate on a new platform.When concentrating on two movements in this area and focusing only on the physical phone (and not the underlying infrastructure) than the next two options are clear example for either strategy.Skype for example elaborated a strategy in which a new platform (the headset, or skype internet phone) is taken as the core vehicle or device to manage the change. In this strategy the current phone is left as it is, and both devices could grow to a new standard later on. A similar development is happening with digital television; new televisions all have TDT incorporated.The Jajah strategy -- or other look-a-likes – started with the current (mobile) phone in mind. You do not need a headset, you d
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
Your palms begin to sweat and you avoid eye contact with someone you know is a client, but you just can't remember his name.Your heart sinks as you hang up the phone after a phone call with a furious prospect; you forgot you'd made an appointment with her.You pound your forehead in frustration as you realize, too late, what you should have told a customer that would have made the sale.Have you ever thought, "If only I'd been born with a better memory, I'd be better at sales?" Unfortunately, no one is inherently talented at instant memory recall; scientists have been unable to prove that "photographic memory" even exists. Like almost anything related to sales, memory improvement is a learned skill that anyone can cultivate.You can become a highly effective and well-respected sales person. Begin by learning how to prevent these sticky memory-related situations that you may already have experienced.Memory Slip #1: Instantly forgetting a prospect's name.You meet a prospect and shake his hand. He tells you his name, and no sooner does the handshake break than you have forgotten it. Socially, people find very few things more annoying than having their names forgotten or mispronounced, and in sales, what's annoying can become deeply offensive, enough so that you can lose sales.When you immediately forget a prospect's name, two challenges arise. First, because you know that you have forgotten the name, you become totally preoccupied with trying to remember it, so it's difficult to pay attention to what the person is saying. Second, if the prospect perceives that you've forgotten his or her name, it sends a very negative message about you, as if you don't care about the person or as if you're not very smart. Typically, neither of these perceptions is true, but i
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
Your job search is often a race against the clock. So, you need a structure to stay focused. If you don’t have a focus, your budget, patience and stamina are going to wear very thin.If you’ve just lost your job then focus becomes critical to getting a new job fast. If you’re making a job or career change while you’re still employed, then focus will help you avoid frittering away your time and resolve.In either case, to help you stay in focus and get the job, we recommend you take the following actions immediately:1. Prepare a time and money budget. Estimate how long your financial resources will carry your through your job search. Assign time each day to dedicate to your campaign. This is especially true if you’re fully employed.2. Create a schedule. Running a job campaign is like running a small business. There are certain activities that have to be done in a certain sequence. If you don’t have a planned schedule to accomplish them, then, chances are you’ll find all kinds of welcome interruptions like TV, social visits, sports activities, etc.3. Make an office for yourself. Dedicate a desk or room devoted to your campaign activity. Supply it with a phone, computer and office supplies. And then use it to separate yourself from other household activities so that you have quality time while your at work in your office.4. Prepare a list of contacts to use for networking and information-gathering. Start with family and friends. Then expand to include professional contacts, religious leaders, civic leaders, service clubs, etc.5. Identify networking opportunities in your area for the next several weeks, i.e. situations that allow you to rub shoulders with decision-makers and knowledgeable people who could be in a position to advise you, e.g. bu
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 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. Righ
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggitup.net/article/40070/diggitup-22-Closes-For-Real-Estate-Agents-To-Make-The-Sale.html">22 Closes For Real Estate Agents To Make The Sale</a>
BB link (for phorums):
[url=http://www.diggitup.net/article/40070/diggitup-22-Closes-For-Real-Estate-Agents-To-Make-The-Sale.html]22 Closes For Real Estate Agents To Make The Sale[/url]
Related Articles:
Financial Representations in Franchising
The Executive Resume: Power Writing
Bookmark it:
|