A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an ideal opportunity to use a trial close. A trial […]
Buyer Close #26 – The “Other People’s Money” Close
Because of tight credit conditions, between 30%-50% of all home purchases, depending on the region of the country, are cash purchases. Paying cash for a home does make sense when a buyer is negotiating to purchase a home. Buyers who present offers with a quick close and no mortgage or other contingencies have a […]
Salesmanship Close: The “Ben Franklin Close” Template
Overcoming Objections: Salesmanship Close- The “Please Verify Your Objection”
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into perspective. Use the following script to apply this close: “I […]
Seller Close #26: Sell, Sell, Sell!
For almost 5 years now many homeowners that have been thinking about selling have opted to wait for better days. This strategy has failed miserably as evidence by price drop of up to 40% of many real estate markets. Yet, many prospective homeowners continue to employ this strategy forever thinking “next will be better.” Now […]
Seller Closes: Top 10 Seller Closes #8- The “I Think I’ll look It Over” Close
Salesmanship Close #8 – 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. How many […]
Seller Closes: Seller Close #25 “Wear The Suit” Close
In many ways the psychology of buying a house is no different than the psychology behind the purchase of a good suite or a beautiful dress. Almost everybody has experienced surprises when shopping for clothes. In some cases you may see a beautiful dress or sharp suit that you’re anxious to buy only to find […]
Buyer & Seller Closes: Top 10 Sales Closes #7- The Process of Elimination Close
So far, we’ve identified 6 different techniques that you can use to get the order from you buyers and sellers. They are: Ask For It Close (July 1th Cup O’ Joe). Either/ Or, Alternate of Choice Close (July 5th, Cup O’ Joe) Contract Close (July 6th, Cup O’ Joe). Half-Nelson Close (July 7th, Cup O’ […]
Buyer & Seller Closes: Top 10 Sales Closes #6- The Cautionary Tale
Every good agent knows that buyers and sellers won’t make a move without some sense of urgency. Most urgency is created by fear motivation. When people are afraid of losing out, they are much more likely to move forward. This is the principal, “The greatest limitations are self imposed”. The most effective way to create […]
Top 10 Sales Closes (5): The Ben Franklin Close Buyer & Seller Close #21
If it isn’t in Writing, it Doesn’t Exist Agents can easily be lolled into believing that their buyers or sellers are committed to their flawed strategies and can’t be swayed. Nothing could be further from the truth. Think about it. How good can their strategy be when: 1. They have very little experience in buying […]