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Scripts for Realtors to Close for an Appointment
A good Realtor, and, really, any good salesperson, must have good scripts to close for an appointment. Blake, from 1992's Glengarry Glen Ross and played by Alec Baldwin, talked about the ABC's of real estate: Always Be Closing. And, while I don't endorse all of Blake's methods (you know what I mean if you've seen the movie), I do agree with this point. The reality, though, is that most Realtors haven't mastered the use of scripts to close for an appointment
So, during a conversation with a potential client, they move towards the point where they should close for the appointment, but they never acutually close. Or, they make one attempt to close when, in reality, most potenial clients need to be closed multiple times before they actually say yes.
As I train agents each day at Keller Williams Realty Saint Louis, I focus a lot of my energy on using good scripts to help our agents accomplish their goals and their clients goals. We teach a great class called IGNITE: Skills to Spark a Great Career. The class was developed by Keller Williams Realty International and is available online for KW agents at the Keller Williams University.
From Ignite, take ... more
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