Closed my last two properties for the month today. The Pinetree Lane deal closed first and then the Tholozan property closed at 11:30 am. The earlier closing went very smoothly; the Tholozan closing had last minute glitches. It was an FHA deal, and this one just required so much more documentation and hoops to jump through. We did get it closed and funded, though...
I wanted to share some points from this past Tuesday's office meeting. I know I'm a few days behind...
We watched the last part of "The Art of Selling." This presentation covered "making the close." Some main points were:
- Closing should be a natural progression from a great presentation.
- Use "Tie Down" questions (trial close). Turn the client's statement into a question. They can say yes or no. Some examples are: Do you think pricing is important? If we find the right house this Saturday, are you willing to make an offer on it? You would like this to be a smooth transaction, wouldn't you? Can you see the benefit of using me to be your realtor? Use "isn't it", "shouldn't it", "couldn't it", wouldn't it."
The next part covered Objections Handling. There are four steps to objection handling:
1. Approve
2. Isolate
3. Handle the objection
4. Close
Some scripts they used: "Other than the commission rate I charge, is there any other reason you would not want to use me as your realtor? Well, I'll agree to negotiate as hard for your money as I negotiate for mine." "What else would stop you from listing with me?"
After you ask the questions, let the silences work for you. Too many of us (me included) always want to do all the talking. This video stressed asking the questions and then being quiet and letting the client do the talking.
It was a great presentation.
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