2016 Buyer Close The “I’m Getting Old” Close After years of buyers being conditioned to focus exclusively on price, we are finally beginning to see buyers focusing on what’s important, the quality of life. This is a welcomed change, but is a change that is occurring gradually because a new habit isn’t developed overnight. There’s […]
2015 Buyer and Seller Closes- The “I’ll Think it Over” Close
2015 BUYER AND SELLER CLOSES The “I’ll Think it Over” Close The most common objection in any type of sale is the, “I’ll think it over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to get out of having to make an immediate decision. […]
2015 Salesmanship Close – Answer a Question with a Question
Answer a Question with a Question As agents, we’re well aware of the fact that it’s never easy for our buyers and sellers to commit to contract involving hundreds of thousands of dollars. Sometimes taking a leadership role with your clients involves putting pressure on them to take the next logical step. The Half Nelson […]
Salesmanship Close – Get Your Buyer or Seller into the Habit of Saying No
Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward. You must determine what the real objection is with your buyer or seller. By […]
Closing the Sale – The “If You Were to Buy (or Sell) Today” Close
Closing the Sale – The “If You Were to Buy (or Sell) Today” Close A widely accepted belief and Metamorphosis key principal of success states that: “People learn through spaced-repetition.” In other words, when you hear or do something over and over again, it becomes a standard accepted belief or practice. For example, for a […]
Closing the Sale – Use the Six-Shooter Strategy to Close
2014 Closing the Sale – Use the Six-Shooter Strategy to Close There’s an old expression in sales that states: “Selling doesn’t begin until you get your first NO.” The sales profession pays extremely well because you have to be more than a customer service professional. You’ve identified how to help your clients, you also have […]
Buyer Closes: The Good Taste Close
The good taste close is great to use with a buyer that really likes the home, makes a low-ball offer, and is out bid by another buyer. The fact that someone else was also willing to make an offer is a good indication that your buyer has very good taste. When your buyer finds a […]
Buyer Closes: The Great American Dream Close
Don’t believe the recent reports foreshadowing the death of the American dream. Home ownership always has and always will be a basic desire for people. It’s important to remind buyers who are delaying a purchase of all the benefits of home ownership. Consider the following: Pride in Ownership. How often have you heard someone say […]
Buyer Close – The “I’m Getting Old” Close
After years of buyers being conditioned to focus exclusively on price, we are finally beginning to see buyers focusing on what’s important, the quality of life. This is a welcomed change, but is a change that is occurring gradually because a new habit isn’t developed overnight. There’s one group of buyers that should pay closer […]
2012 Buyer Close – Buy Now, Sell Later
Several years ago, when prices were dropping by double-digits every year, savvy sellers, realized that they would cut their losses by selling immediately, as opposed to waiting for prices to recover. This turned out to be a great strategy because their loss was minimized. Instead of losing 40% or even 50% from peak prices at […]