Closing It Flashcards
Personality type D, S, I and “Closing It”
After presentation Seller says “We Need to think about it”
Proceed with “Closing It”
Personality type C and “Closing It”
After presentation Seller says “We Need to think about it”
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.
Closing It step 1
Sit back in your chair and get comfortable
Closing It step 2
“It was a pleasure meeting you today. We discussed a lot and I know this is a lot to consider.
Closing It step 3
“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
Closing It step 4 (whom answer)
“For my own personal feedback, is there something I could have elaborated on more? Let me just review everything quickly.”
Closing It step 5
Reviewing everything (finding which step they have an issue with and tackle it NOW)
- Did you like our team approach? Are you comfortable with it?
- What about our marketing? You said you were impressed by that. Is that still right? (when they say yes, review it.)
- 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.
If you think that offering something to help get their business on the spot, what are a few things to offer?
Cancellation Guarantee, Flexible Commission Addendum, and Communication Guarantee. Even 3D floor plans (Matterport) and Drone
Cancellation Guarantee
is extremely helpful with expired listings or people hesitant to sign a 6 month contract
Flexible Commission Addendum
offer them a discount on commission if you represent the buyer.
Communication Guarantee
let seller know how and when you will be communicating. Also very helpful with expired
Offer special perks
3D floor plans (Matterport) or Drone
IF you are not able to sign them up on the spot, what should you do?
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”
Little things to keep in touch with seller
- Watch Comp’s you showed for change of status in MLS
- Watch for new comps that come OM (even if not similar to their home)
- Call the listing agents for comps you discussed and try to get inside scoop
- Watch inventory and mention any changes to them
- Monitor market activity within their particular town.
Helpful Closing It lines 1
- I am sure your time is very valuable. I am here now, what else do we need to go over?
Helpful Closing It lines 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.
Helpful Closing It lines 3
- So if I was to find a buyer now would it be ok for me to show it?
Helpful Closing It lines 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.
Helpful Closing It lines 5
- If there was a buyer now who would pay what you want and close when you want would you accept?
Transition to close JABY STYLE
Are you ready to get this home sold so we can get you to (repeat their goal)?
transition to paperwork Next step JABY style
Ok, great let’s go over the paperwork.
