Always Be Closing...?

Education & Training with Sell with Soul

I'm sure you've heard the infamous ABC's of sales from the scene in Glengarry Glen Ross - when Alec Baldwin is slamming the sales force with a string of memorable quotes starting with "Put down that coffee - coffee is for closers ," followed by "Get them to sign on the line which is dotted !"

He then points to the chalkboard where he's written "ABC - A= Always; B= Be; C= Closing.



Can you imagine how delightful it would be to be around someone who is Always Closing? Or, to BE that person who is? I suppose it comes naturally to some; but to those to whom it does not, BLECH!

But it occurs to me that the Always Be Closing mantra is a beautiful sentiment if applied in the proper situation.

In our business, a real estate closing is the goal of what we do. Not only because it's when WE get paid, but it's also payday for the mortgage broker, the title company, our own broker, the home warranty company, the county tax assessor... all sorts of people and businesses benefit from a real estate closing! Not to mention (duh), the buyers who realize their dreams of home ownership, the investor who will soon be hiring contractors and home stagers and property managers and someday, maybe YOU to sell the home again, and the sellers who can breathe a sigh of relief that they can move on with their lives.  

Yes, a closing is a beautiful thing.

So, I propose that we real estate agents Always Be Closing . No, not sales-pitching everyone to death, but rather - getting our buyers and sellers to the closing table!




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Larry Bettag
Cherry Creek Mortgage Illinois Residential Mortgage License LMB #0005759 Cherry Creek Mortgage NMLS #: 3001 - Saint Charles, IL
Vice-President of National Production

Good words to live by.  The only thing is that we need to build the trust prior to closing.  That ensure future closings.

May 26, 2009 01:29 AM #1
Stephen Kappre
KW Hometown - Mantua, NJ
Helping You Home

I love "Coffee is for closers!" We used to joke around the office with that one.

May 26, 2009 01:41 AM #2
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

ABC=Always Be Closing is a good way to spend your time. All our daily business tasks chould be geared towards getting a signature, whether on a buyer agency, listing, offer, counter, home inspection....etc   All things that get us to the closing table. Good post, Jennifer.


May 26, 2009 01:43 AM #3
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ
Dont you love that movie? The most prolific use of the "F" Word! While I do believe there is a point when we do need to close, ABC does not work in a relationship business, especially if you want repeat and referral business!
May 26, 2009 02:38 AM #4
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Actually I hated the movie - I don't think I got much past that ABC scene... it was terribly depressing... But... if YOUR deals CLOSE - then you can definitely ABC your way to repeat & referral business!

May 26, 2009 02:42 AM #5
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

I loved that movie at the time...but I think I enjoyed it because to me it was dark and depressing...LOL..and at that time, I thought movies needed to be dark and depressing to have a deep meaning.  LOL  Even in those far away days long, long before life in real estate, I thought ABC was a depressing way to live.

Great post!

May 26, 2009 03:20 AM #6
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

How about the movie "Boiler Room"  another great Sales movie.  These movies are fun when you are in the Sales profession, but are probably more of an example of how NOT to be!

May 26, 2009 03:52 AM #7
Anna Banana Kruchten Arizona's Top Banana!
HomeSmart Real Estate BR030809000 - Phoenix, AZ

It wasn't my favorite movie either.......way to cut throat and nasty. I had a car dealer in my office and boy did he have some stories about ABC.  He was an excellent closer.  I did love the part about 1st price a cadilac (right?) and 3rd prize the steak knives.  That's the line we use i the office once in awhile.

I like the ABC thing..........that is it.  Plain and simple.  ABC's of real estate.

Thanks Jennifer!

May 26, 2009 07:06 AM #8
Patricia Beck
RE/MAX Properties, Inc., GRI, CDPE - Colorado Springs, CO
Colorado Springs Realty

It seems that transactions are difficult to close these days, I am so delighted when transactions do close especially for my clients!!

May 27, 2009 06:29 AM #9
Bill Saunders, Realtor®
Meyers Realty - Hot Springs, AR


I'm sorry, but I have been busy and have neglected looking in as much as I used to...that will be rectified. I unfortunately live in this movie scene upon occasion.

I have been sypherin' and I think with this comment, I will have 10,000 points on AR. I think that might give me a face? We will see.

I had to put the 10,000 one with you. Thanks for your generosity of knowledge through my freshman year as an agent.

Jun 03, 2009 12:46 AM #10
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