My "Sales Close" Wasn't a Close...

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Real Estate Agent with Chase International 01366299

In this quiet market, my goal has been to boost my education, re-check my systems, update my marketing, and perfect my listing/buyers presentations.  I am a true believer in "Back To the Basics" in Real Estate.  Touching our clients with hand written notes, newsletters, market updates, and/or drop-by's, 2 times a month helps future leads.  I have almost met my goals except for one major pitfall, my Listing Presentation Close.

  I haven't quite learned how to close a listng presentation!  After two hours of spending time with potential clients tonight, discussing all their issues, the market, my market plans etc., I failed to walk away with a signed listing agreeement. I did set a time to get back with them in two days.  I know agents are great at building relationships, and making clients feel warm and fuzzy, but not always the best "Sales People.  After all, isn't this why we are in the business?  To make the close?   I think I met all the criteria for getting them to the 95% point of signing with me, but it's that last 5% I haven't perfected.  I am in need of the "Close" that doesn't sound too much like a sales pitch.   So all in all, I am not sure my two hours (three including commute) was a success. My goal was to close the door, after a grand hand-shake of Partners, with a signed listing in hand.  Starbucks didn't make my drive home much better either.

Agent in need of a Great Close! 

 

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Rainer
26,520
West Hartford CT Real Estate Agent | West Hartford Realtor | www.CTMike.com
ERA Broder Group - West Hartford, CT

Hmmm. I'd suggest limiting your time and explaining this ahead of time. I found the more time I spent with someone, the less they valued my worth. Make sense?

The busier you are, and the more calculated you are with the seller at the presentation, the more apt you are to have everything signed up. I also pre-fill my listing papers with all but their signature. Then I pull out the package once I've finished going through my spiel. Ask them quick questions that you already know the answers to.

'You want to sell this house, yes?'   'You've obviously gone over this and want to get it done. You see the value in my hard work and how I'm closing lots of deals yes?'  THEN..  you say "OK, Let's get this house sold then."

Put those papers out there... and make THEM say NO. 9/10 times they won't. Works like a charm for me.

 

Oct 09, 2007 04:13 PM #1
Rainmaker
41,801
Kimberly Moore
Chase International - South Lake Tahoe, CA
Why Settle For Less When You Can Have Moore
Thanks for the advice....  I will try this on my next lisiting appt.  
Oct 09, 2007 04:24 PM #2
Rainer
27,826
David Bennett
Tarbell, Realtors - Yorba Linda, CA
Yorba Linda Real Estate

Kimberly,

Michaels close may work well for him and others.  However, if you are having difficulty closing, it is probably safe to assume that you are not comfortable with "sharp angle closes" such as the above example.  Take a look at Brett Noel's system.  He is on here and at www.BrettNoel.com.  Good luck.

Oct 09, 2007 04:38 PM #3
Ambassador
579,980
Rich Jacobson
Fathom Realty West Sound - Poulsbo, WA
Your Kitsap County WA Real Estate Broker
Kimberly - are you normally a 'One Visit' market presentation or a 'Two-Part' presentation? Did you ask them the question, "Is there any reason why you wouldn't list your home with me?" And then, overcome whatever objections are voiced.
Oct 10, 2007 07:06 AM #4
Rainer
27,824
KC Coonc
Windermere Real Estate/Whatcom, Inc. - Bellingham, WA
Bellingham Commercial Real Estate

Tell the sellers you will be bringing the listing agreement with you filled out based on public records. Make it clear that the meeting is just about the miscellaneous details regarding the property, presentation of your CMA, disclosure forms and signing the listing.

Whatever you do DO NOT leave your CMA if they don't sign the listing. Your CMA could become your donated time for a FSBO or divorce proceeding. If they want to keep the CMA and not list with you they need to pay for your time.

Oct 10, 2007 11:25 AM #5
Rainmaker
41,801
Kimberly Moore
Chase International - South Lake Tahoe, CA
Why Settle For Less When You Can Have Moore
I never thought of that aspect.  Thank you very much for the insight.
Oct 10, 2007 06:12 PM #6
Rainer
27,092
Dale Campbell
Virginia Real Estate - Mechanicsville, VA
Kimberly - I like KC's answer above, but also remember that there are some people, no matter what you do, that are going to have to "think it over".  TIO's I call them.  Make a brag book.  A really nice notebook with sheet protectors on each page.  Include your reference letters, resume's, pictures of houses you have sold or participated in, pictures of your family, etc.  Leave it with them to look over, and pick it up in the next few days.  Your listing presentation will go on without you even there!
Oct 23, 2007 02:30 AM #7
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Rainmaker
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Kimberly Moore

Why Settle For Less When You Can Have Moore
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