Intertec™ Closing

Question 1

Pivot

Answer 1

Fine, for me to represent you, I need just a little more information.

Question 2

Closing On Facts (Start filling out the Listing Agreement)

Answer 2

The correct spelling of your last name is ________, isn’t that right?
What is the correct spelling of your first name?
The address here is _________, isn’t that right?
The zip code here is _________, isn’t that right?
The lot size is _________, isn’t that right?
Your home is in the __________ school zone, isn’t that right?

Question 3

Closing on Possession

Answer 3

May I ask … how soon after the sale will you give possession? Is ________days OK?

Question 4

Closing on Accessories

Answer 4

May I ask, what will be included in the sale?

Example … are you going to leave swing set in the backyard, or will that be going with you?

Question 5

Closing on Activities

Answer 5

May I measure the house now?
May I fill out the listing agreement now?
May I put up a sign today?
May I schedule an office inspection for Friday?
May I start advertising on ?
May I schedule an open house for ?
May I see the tax bill (or the title policy, etc.)? There is some information on it we can use.

Question 6

Highlight Sheet Close

Answer 6

I have a great idea! … Why don’t you use this as a guide and make a list of all of the good features we can use for the Highlight Sheets while I measure the house? Then, we can discuss the price … you can select a price … and I can get started right away. Fair enough?

Question 7

Highlight Card Close

Answer 7

I have a great idea! … Why don’t you use this as a guide and make a list of all the good features we could use on the Highlight Cards while I measure the house? Then, we can discuss the price … you can select a price … and I can get started right away. Fair enough?

Question 8

Deferred Price & Commission Close

Answer 8

I have a great idea! Let’s measure the house, then we’ll discuss the price … you can select a price … then … we will discuss commission … you can select a commission … and I can get started right away. Fair enough?

Question 9

Impeding Event Close

Answer 9

If you give me the listing now, I can —
Still get an ad in the Sunday paper.
Include your house in our company and MLS tour tomorrow.
Have an Open House this weekend.
Get Highlight Sheets printed tomorrow.
That will save us one whole week!

Question 10

Direct Question Closes

Answer 10

May I have the listing?
Are you going to let me go to work for you?
Why don’t you give me the listing?
Why don’t you let me get started?
Why don’t you let me get started right now?
Why don’t you let me represent you to sell your home?
Would you like me to get started tonight?

Question 11

Silent Partner Close

Answer 11

One partner has just said: “We’ll talk it over and let you know.”
A: Isolate the objection of first person to speak.
Mr. X, in addition to talking it over with Mrs. X, is there any other reason you would hesitate to list with me now?” (You must get a ‘No.’)
B: Turn to the other party and say:
Mrs. X, may I ask you a question? (Wait for ’yes’.) If Mr. X was not here, and he wanted you to make this decision by yourself … based on the information I have given you … would you give me the listing? (You must get a ‘Yes’.)
C: Turn back to the first party and say:
Mr. X?

Question 12

Missing Partner Close

Answer 12

One partner has just said: “I want to talk it over with my spouse and I will let you know.”
Mrs. X, in addition to talking it over with Mr. X, is there any other reason you would hesitate to list with me now?” (You must get a ‘No.’)
If you had to make this decision by yourself … based on the information I have given you … would you give me the listing? (You must get a ‘Yes’.)
May I ask another question? What are you going to tell your spouse when you talk to him tonight?
You could say that there was a real estate agent out to see you and what does he want to do … or you could say that you met with a very good agent and if it was your decision, you would list, but you wouldn’t do it without talking to him. What do you think he would say?

Question 13

The ‘Subject To’ Close

Answer 13

I have a great idea. Let’s write it up, subject to your spouse’s disapproval.

Question 14

Delayed Listing Close

Part 1

Answer 14

Do you feel confident about me now? If you feel confident about me at 8:00 tomorrow morning, do you think I might have the listing then?
I have an idea. Let’s fill out the listing agreement and select the price now. That way you will have something specific to think about. Fair enough?
Fill out listing agreement, make pricing presentation, and have seller’s select listing price.

Question 15

Delayed Listing Close

Part 2

Answer 15

I have an idea. What time do you go to work in the morning (get up)?
Let me take the listing with me now. I’ll call you and if you say, “GO” I can get started right away. If you say, “NO,” I’ll tear it up and throw it away. Fair enough?

Question 16

Equal To Or Better Than Close

Part 1

Answer 16

I appreciate that you want to talk to another agent or two, but may I ask: If I am equal to … or better than … these other agents … may I have the listing?
I have an idea. Let’s fill out the listing agreement completely and select a price. That way you will have something specific to compare. Fair enough?
Fill out listing agreement, make pricing presentation, and have seller’s select listing price.

Question 17

Equal To Or Better Than Close

Part 2

Answer 17

I have an idea. What time are you going to see these other sales people?
Let me take the listing with me now. I’ll call you when you are done, and if you say “Go,” I can get started right away. If you say “No,” I’ll tear it up and throw it away.

Question 18

Convert To Price (Seller hesitates but doesn’t give a reason.)

Answer 18

It has been my experience that when someone like yourself … who understands the value of all the services I have to offer … as you do … still hesitates to list with me … it’s generally because of price. You’re just not sure I am trying to get the most money possible. Is that perhaps the case here?