Sharing Closing Secrets?

One of the biggest mistakes in our industry is spending big bucks on advertising to make the phone ring and then blowing it by not fielding the calls well.

Usually when the office phone rings, it is answered by someone who has no sales training, no negotiating or telemarketing skills, no incentives, and who is busy doing other office chores.

Many times these calls are seen as an annoyance, instead of income. It would be a good idea to make sure the person that answers the phone hands off the leads to a seasoned pro. If you aren't available, make sure you have a good backup.

Here's another great tip. When you get soliciting or marketing calls, take one or two of them a day. I allow a few of these to trickle in to me so that I can hear their sales pitch. I have learned some great phrases and techniques when doing this.

And if you want to take a master's crash course in how to close a deal, go take a tour of a timeshare. I do this at least once per year. Not to get the free weekend, cruise, or whatever else they are offering, but to get a first class education on how to close prospects.

These people are masters in the art of closing. Let me forewarn you though, leave your ink pen at home, leave your credit card with a trusted friend, and don't have your check book with you because these guys are good!

I have learned more about sales in one of their 3 hour pitch sessions, than I have altogether in sales seminars I've spent hundreds of dollars to attend!

Remember when you go not to be rude or obnoxious; just go in the spirit of learning and taking notes. In fact when I do these, I frequently jot down notes as we're talking and then record everything I can remember on a small tape recorder I keep in my car as soon as I get back to it. I play these tapes when I get home and can set aside time to figure out how to implement some of these tactics into my business.

And don't overlook this strategy either; allow me to talk with your prospects on first contact. I will pre-qualify them, and reaffirm what a great choice in realtors they've made.

I'll also make sure they know what to expect during the process so there are no closing table surprises. I know what I'm doing, I do what I say, and I provide you and your clients with the VIP treatment that you both deserve!

For those of you who are implementing these weekly tips, thanks for letting me help you build your business! Thanks for joining me today and I'll see you right here next week!