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The Closer - Not Me!

Industry Observer with Nature As Neighbors

July 15, 2011 02:33 AM

The Closer - Not Me!

The Closer

I’m a big fan of “The Closer.”
Krya Sedgwick’s character, Deputy Police Chief Brenda Leigh Johnson has a way of getting the bad guys(gals) to confess, usually in a brilliant, yet sometimes unorthodox manner.

I’m not a big fan of being “The Closer.”
When I worked for a builder several years ago, our sales team was frequently required to role play. One of us got to be ourselves, while the other pretended to be a prospective buyer. While pointing out the features of the home, we were expected to subtly interview and qualify the prospect, and eventually, come in for the kill close.

It was hell.
Practicing showing the home and the interview and qualification process made perfect sense. And, since it really did make us better communicators, I actually enjoyed that aspect of the exercise. However, rehearsing contrived and cheesy closing techniques, made me cringe.

After some introspection, I discovered why. I don’t believe in them.
Why would I try to force someone to make a decision before they’re ready to buy? In my opinion, if you do your job right - which is building a relationship of trust, while doing your best to help your clients - there’s no need for clever closing techniques. The closing happens when the client commits to you.

Once they commit to you, if they're ready, willing and able - you’ll be the one that sells them the “right home" for their needs.

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Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Terri, thanks. Being comfortable in your own skin helps others reach a comfort level quicker, which leads to trust, which leads to sales. But, then you already know that! I actually did enjoy the role play of showing the home's features and the questioning process, as it did keep me on my toes about the important of not becoming complacent with a product I worked around all the time, and it helped hone my listening skills. But, the closings - argh!

Bonnie - of Bonnie and Clyde fame (I so love that), thanks for visiting again this morning. It's nice to get to know you. Thanks for reading the post and taking a minute to comment. I apreciate it greatly.

Jul 15, 2011 03:04 AM

Kristine Ginsberg

Elite Staging and Redesign, LLC - Short Hills, NJ

NJ Home Stager

Debb - I'm a huge fan of the Closer too - don't you just love when her parents come to town - lol! Great parallels between Real estate and the show - very clever tie-in!

Jul 15, 2011 04:03 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Hi Kristine, again- I so love your new photo. I do get a kick out of the episodes when her mom and dad visit - isn't it the way most of us react with our folks in the house? Haha. I also identify with Brenda's wine and chocolate habit.

Jul 15, 2011 04:18 AM

Jeanean Gendron

The Address Realty - Redding, CA

Specializing in Selling Unique Properties

Debb, this was a good read. Thank you and I do agree with you. I wish we could get all those coaches out there that drive "the close" home so hard to agree with us. When I press they always say "Well never if it's not in their best interests.....but....

It's the "but...." part that I have trouble with. I'm with you on establishing the relationship and I'm also with learning how to sharpen my skills so that I understand what people are telling me through conversation and body language.

Jul 15, 2011 05:28 AM

Ann Allen Hoover

RE/MAX Advantage South - Hoover, AL

CDPE SRES ASP e-PRO Realtor - Homes for Sale - AL

Hi Debb! My real estate life got so much more fun and successful once I abandoned the cheesy tactics that I was told was the only way to survive in this biz. Baloney!

Jul 15, 2011 06:48 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Jeanean - Glad you enjoyed the read. I know, I know, they won't give it up will they? And, you're smart to "read" people...that's critical to building a comfort level huh?

Ann, ain't it the truth? Cheese is good with crackers (and wine), not with clients. (Maybe baloney) :)

Jul 15, 2011 07:15 AM

Brian L. Sirota, Esq.

Bristar Realty (Realtor/Attorney) - Orange, CA

For Solutions: (714) 501-7660

Debb, today we voiced thoughts with the same conclusion. I wrote a blog For Whom the Realtor Toils that echoes your sentiments, but your blog adds so much context.

This is a great comment:

"If you do your job right - which is building a relationship of trust, while doing your best to help your clients - there's no need for clever closing techniques."

The cheese of the prefabbed scripts belies the genuine trust we seek to establish. You're on the money!

Brian

~suggested~

Jul 15, 2011 10:28 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Brian,

Great minds thinking alike again. I'm stuck at my computer waiting for an offer to arrive - such a whiny girl today - like that's a problem? Ha. At any rate, I'll venture over and read your blog. I like the title already. Thanks for taking the time to read, comment and suggest. I sure appreciate it. Dj

Jul 15, 2011 10:43 AM

Andre R. Aragon

Greater Tampa Real Estate Photographer - Tampa, FL

Real Estate Photographer

Hi Deb, great way to say it. We've been bombarded by those sales techniques and messages - I think most folks are turned off by that kind of stuff these days.

keep selling with soul

Jul 15, 2011 11:13 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Hey Andre,

Thanks much for stopping by and reading my post today. I am going to be reading your posts as I really want to up my photog skills. It's nice connecting with you. And, I wouldn't sell any other way-than with soul. :)

Jul 15, 2011 11:48 AM

Joan Cox

House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO

Denver Real Estate - Selling One Home at a Time

Debb, I have never really thought I was in "sales", as I cannot sell a home if the buyer does not like it. I am in customer service, as I help guide them through the process with added knowledge to assist them in making great decisions!

Jul 16, 2011 03:02 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Joan, no I wouldn't ever peg you as a "closer." I agree, I also don't really think of myself in sales, we are in the business of helping people buy or sell homes, fairly and expeditiously. And we make great friends along the way. What's not to love?

Jul 16, 2011 03:53 AM

Mimi Foster

Falcon Property Company - Colorado Springs, CO

Voted Colorado Springs Best Realtor

Sometimes I think the 'canned responses' are taught for the people who don't have any idea what you just explained. It's not about the words or the pitch, it's about the relationship. Great article, Debb (and i'm also a big fan of The Closer)

Jul 16, 2011 04:37 AM

Melinda (Mel) Peterson

Grants Pass, OR - Bend, OR

The Savvy Broker - ABR, CRS

Fabulous post Debb. It's funny, a few friends & Realtors have referred to me as Kyra Sedgwick in the Closer... LOVE the show and of course... her cute little bod. I've seen some parallels too between her quirky mind and obsessive love for chocolate! Perhaps that's our parallel. Agree, anything canned needs to stay in the can... it's just not me. There's something natural about being natural ;)

Jul 16, 2011 05:42 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Mimi, You're right on as usual. Do you think we like The Closer because of the wine and chocolate affinity we share with Brenda? I also like it because it's one of the few shows that presents a smart woman as the main event.

Melinda - I think her character represents a lot of women of today. Perhaps that's why the show does so well with female demographics. They allow her be to be attractive, sexy, smart, strong, vulnerable, a bit eccentric and accessible. Smart writing- and it's a good parallel with contemporary real life roles many women play today.

Jul 16, 2011 07:17 AM

Mimi Foster

Falcon Property Company - Colorado Springs, CO

Voted Colorado Springs Best Realtor

Wine and chocolate . . . does it get any better than that? Beautiful Melinda doesn't drink, so we will have to work her into it slowly :)

Jul 16, 2011 08:25 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Good to know Mimi. ;)

Jul 16, 2011 09:39 AM

Jennifer Allan-Hagedorn

Sell with Soul - Pensacola Beach, FL

Author of Sell with Soul

AMEN. Just.... amen. Beautiful.

Jul 17, 2011 01:10 AM

Jennifer Allan-Hagedorn

Sell with Soul - Pensacola Beach, FL

Author of Sell with Soul

Okay, actually, I have a little bit more to say.

When you put your clients' needs for service above your own need for a quick paycheck, the right words come. You don't need a script or dialogue or role-played conversation - you just know what to say. Sometimes I wonder if all this focus on practiced scripts is to overcome a (decent) person's natural inclination to do the right thing - in other words - when you're "closing" someone, you know you aren't serving THEM, so you need someone else's words to say because your own words just don't come naturally when you're doing something your gut knows is wrong!

Jul 17, 2011 01:17 AM

Debb Janes

Nature As Neighbors - Camas, WA

Put My Love of Nature At Work for You

Lol - You know I love ya Jennifer. So, glad you added your 2 cents. And, I think you know how much I respect you and your principles regarding real estate.

I hadn't thought about "your take" on the matter, but it's a credible theory and makes a lot of sense. So glad you liked the blog and left your comments. It really added more fodder to the message.

Jul 17, 2011 04:25 AM