Closing It

Question 1

Personality type D, S, I and “Closing It”

After presentation Seller says “We Need to think about it”

Answer 1

Proceed with “Closing It”

Question 2

Personality type C and “Closing It”

After presentation Seller says “We Need to think about it”

Answer 2

You can proceed, but lighter with it. Start with “I agree, you should take some time” BUT be sure set up a firm time for a 2nd meeting.

Question 3

Closing It step 1

Answer 3

Sit back in your chair and get comfortable

Question 4

Closing It step 2

Answer 4

“It was a pleasure meeting you today. We discussed a lot and I know this is a lot to consider.

Question 5

Closing It step 3

Answer 5

“Are you thinking of selling or whom to work with to sell your home?

If they say selling, try to get to the bottom of what has them on the fence. If you help them get over their objection ask again if they are ready to have you start searching for buyers.

If they say whom go to step 4

Question 6

Closing It step 4 (whom answer)

Answer 6

“For my own personal feedback, is there something I could have elaborated on more? Let me just review everything quickly.”

Question 7

Closing It step 5

Answer 7

Reviewing everything (finding which step they have an issue with and tackle it NOW)

1. Did you like our team approach? Are you comfortable with it?
2. What about our marketing? You said you were impressed by that. Is that still right? (when they say yes, review it.)
3. Are you comfortable with the price YOU mentioned for your home?
   And Commission? Do you see the value in it? Lets look over the Net Sheet again.

Question 8

If you think that offering something to help get their business on the spot, what are a few things to offer?

Answer 8

Cancellation Guarantee, Flexible Commission Addendum, and Communication Guarantee. Even 3D floor plans (Matterport) and Drone

Question 9

Cancellation Guarantee

Answer 9

is extremely helpful with expired listings or people hesitant to sign a 6 month contract

Question 10

Flexible Commission Addendum

Answer 10

offer them a discount on commission if you represent the buyer.

Question 11

Communication Guarantee

Answer 11

let seller know how and when you will be communicating. Also very helpful with expired

Question 12

Offer special perks

Answer 12

3D floor plans (Matterport) or Drone

Question 13

IF you are not able to sign them up on the spot, what should you do?

Answer 13

Be sure to set up a definitive next step, EX. “Lets meet again next Monday at 5pm”

Also stay in touch with them to update them on “Little Things”

Question 14

Little things to keep in touch with seller

Answer 14

1. Watch Comp’s you showed for change of status in MLS
2. Watch for new comps that come OM (even if not similar to their home)
3. Call the listing agents for comps you discussed and try to get inside scoop
4. Watch inventory and mention any changes to them
5. Monitor market activity within their particular town.

Question 15

Helpful Closing It lines 1

Answer 15

1. I am sure your time is very valuable. I am here now, what else do we need to go over?

Question 16

Helpful Closing It lines 2

Answer 16

2. If you would like to talk in private, I can step outside for 10 min and return some calls. You can come and get me when you are ready.

Question 17

Helpful Closing It lines 3

Answer 17

3. So if I was to find a buyer now would it be ok for me to show it?

Question 18

Helpful Closing It lines 4

Answer 18

4. You don not need to be on the market for us to begin looking for buyers but you do need to be signed up.

Question 19

Helpful Closing It lines 5

Answer 19

5. If there was a buyer now who would pay what you want and close when you want would you accept?

Question 20

Transition to close JABY STYLE

Answer 20

Are you ready to get this home sold so we can get you to (repeat their goal)?

Question 21

transition to paperwork Next step JABY style

Answer 21

Ok, great let’s go over the paperwork.