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Will You Add? - 22 Closes For Real Estate Agents To Make The Sale
Let's start with our reminder of... "What is an improvement cycle?"Make Continuous Improvement One Of Your Goals - As Soon As You Possibly Can (ID: 74077)What Is An Improvement Cycle?"Everything we do is a process, every process has a customer"The Improvement Cycle is a highly disciplined and rigorous approach to problem solving using the Plan, Do, Check, Act (PDCA) methodology developed by Dr. W. Edwards Deming.The Improvement Cycle consists of seven steps, 3 in the Plan phase, 1 in the Do phase, 1 in the Check phase, and 2 in the Act phase.The PDCA cycle needs to be used in a continuous manner, select your theme or project, assess the current situation, plan and implement your solutions, check the effects of your changes, standardise on your new improved process, and plan for future improvements – the cycle continues.---SIDEBAR---Although a certain amount of value and benefit may be derived from implementing part of the PDCA improvement process, a far greater benefit will be achieved by sticking to the process and following all 4 phases as best you can. this is especially important when involving internal and/or external team members.Apart from getting the chance to read the main article (ID: 74077), I hope you have also read and understood the importance of the PLAN and DO phases"Continuous Improvement - PDCA - The PLAN Phase (ID: 76694)" "Continuous Improvement - PDCA - The DO Phase (ID: 78506)" - If you missed them, please take the time to read them first, then come back.---END SIDEBAR---We have a PLAN and trust it we implement the plan (DO) we CHECK whether its working or not if not, we fix it (ACT) if it's working, we standardise on im
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most import
Networkers Beware! Both smooth talkers and shy communicators can have some misconceptions about how small talk works. Don’t let common misconceptions hold you back or cause you to make harsh judgements about others.Misconception #1: If you aren’t born with the gift of gab you’ll never catch up. Fortunately this is not true.When you’re a little uncertain socially, it’s so easy to get wrapped up in your own perceived weaknesses. Yet, here’s the key to success: Just bring a positive, focused energy into a room.Small talk is ruled by people who make others comfortable. Small talk is nourished by sincere interest. Everyone can show curiosity. We can all try to be more aware of how other people are feeling and respond to that. Determine the attitude that you bring to your interactions and the rest is secondary.Misconception #2: The first impression is everything. The first impression is only the first thing.In most social situations you can make up for a shaky start in several ways. Get people to talk about themselves. That gives you time to regroup. Be complimentary – about clothes, jewelry, line of business, etc. This usually changes the energy for the better. Be a really good listener. People need to feel they are being heard. Any of these things can result in a positive walk-away impression.Misconception #3: Everything you say has to be riveting. Wow, what a lot of unnecessary pressure. People almost expect small talk to be a little awkward -- that's why so many people talk about the weather. And, that's ok. Accept a little awkwardness and have faith that your conversation will get off the ground.At heart, effective small talk is about generosity and being open to the possibilities that lie in connecting with another human. It’s ab
When a homeowner delays listing, you use benefits to move him towards a signature. Then, ask again with a different close. Constantly use different closes throughout the presentation at each listing signal. Most agents fail to get a listing because they don't ask for it. They give the homeowner the facts and figures and wait for the homeowner to say, "This is terrific, I'll take it."
If you want the listing, you have to ask for it. You have to ask for it many different times and in many different ways during the presentation. Since homeowners are afraid of making a decision, they will say "no" several times before they say "yes." This is true even if they want it and are almost ready to list. If you don't ask several times with many different trial closes, you may stop selling and leave just as the homeowner was getting ready to list.
Tension at the time of the close is natural. The agent fears rejection; the homeowner fears making the wrong decision. Using different trial closes helps the homeowner get past this moment of tension and gets him closer to a listing decision. Therefore, you shouldn't stop after just one "no," nor should you fail to use a trial close just because of tension between you and the homeowner.
Soft trial closes can be used early in the presentation. These closes are not pushy. They don't ask for a decision; they merely ask for an opinion. If the homeowner gives a positive answer to a soft trial close, you can then go to a stronger close asking for a decision. If they give a negative answer to a trial close, you go back to questioning and reselling benefits to encourage them to want to list and make it easy to close.
Here are 22 different closes and trial closes to help you ask for the listing. Use different trial closes throughout your presentation.
1. The Commitment Close
This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say:
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most importa
Plastic fundraising cards are proving to be very effective with many different types of businesses and organizations. These wallet-sized wonders are being created as a tool to raise money for charitable organizations, in addition to the flexibility of producing cards for gift, loyalty and membership marketing purposes.Plastic fundraising cards usually include a variety of discounts that are accepted through the participation of local, regional and national merchants in your target marketing area. A typical plastic fundraising card could retail for $10 and offer unlimited usage of special offers. In addition, special one-time or limited time offers can be provided by the merchant through the card. This type of offer frequently covers half the purchase price of the product or service.Some of the more popular retailer promotions that have been launched include free drinks with fast food orders, discounts on sandwiches, money saving offers on video rentals, haircut discounts and more.The results produced through the use of plastic fundraising cards can be impressive. It is not unusual for individual sellers to achieve five to ten sales.Leading plastic card manufacturers can customize these cards for further impact. Your school's name and logo can be placed on the card. In addition, any design you choose can be printed on the front and back side of the card. The business or organization's name and message is effectively branded and retained through the perceived value of keeping and using the card.Plastic fundraising cards are usually good for one year and display an expiration date on the front. The dating of the card creates a sense of urgency and helps to build a market wherein the card is used for repeat sales.Popular UsesPopular uses have includ
If you want the listing, you have to ask for it. You have to ask for it many different times and in many different ways during the presentation. Since homeowners are afraid of making a decision, they will say "no" several times before they say "yes." This is true even if they want it and are almost ready to list. If you don't ask several times with many different trial closes, you may stop selling and leave just as the homeowner was getting ready to list.
Tension at the time of the close is natural. The agent fears rejection; the homeowner fears making the wrong decision. Using different trial closes helps the homeowner get past this moment of tension and gets him closer to a listing decision. Therefore, you shouldn't stop after just one "no," nor should you fail to use a trial close just because of tension between you and the homeowner.
Soft trial closes can be used early in the presentation. These closes are not pushy. They don't ask for a decision; they merely ask for an opinion. If the homeowner gives a positive answer to a soft trial close, you can then go to a stronger close asking for a decision. If they give a negative answer to a trial close, you go back to questioning and reselling benefits to encourage them to want to list and make it easy to close.
Here are 22 different closes and trial closes to help you ask for the listing. Use different trial closes throughout your presentation.
1. The Commitment Close
This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say:
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most import
Everyone is familiar with the 3-R’s from school – reading, ‘riting and ‘rithmetic. This was our first introduction to an effective performance model. As proficiency increased in each R, performance was further enhanced. Effective performance models by their very design are a continuum that automatically raises performance to the next level.Today’s businesses have their own 3-R Performance Model. This model hasn’t really changed since the early of origins of business enterprises. No matter what the latest business guru advocates, good business practices and most importantly the “bottom-line” always appear to return to these basic 3-R’s. For without Relationships, Referrals or Revenue, today’s businesses will not achieve current goals nor grow.R1 – Relationships - With the Internet providing immediate access to unlimited vendors, products and services, today’s business owners must develop sustainable and loyal relationships. Current customer service research suggests that the cost to attract a new customer or client is 10 times greater than to maintain an existing customer. Relationships lead to the second R.R2 – Referrals - Referrals according to recent research account for 84% of all sales. This research supports what our common sense tells us about human nature. We are more likely to believe a close friend and probably a not so close friend over the slick Madison Avenue advertising efforts. Additionally, only 1 in 26 dissatisfied clients will share their dissatisfaction with the organization, but will be more than happy to share their “bad” experience with others.Referrals add value to the bottom line by reducing marketing dollars. You can’t “pay” for referrals. Referrals are given free much like a friendly smile or a sincere handshake. R1 and R2 make R3.R3 –
Tension at the time of the close is natural. The agent fears rejection; the homeowner fears making the wrong decision. Using different trial closes helps the homeowner get past this moment of tension and gets him closer to a listing decision. Therefore, you shouldn't stop after just one "no," nor should you fail to use a trial close just because of tension between you and the homeowner.
Soft trial closes can be used early in the presentation. These closes are not pushy. They don't ask for a decision; they merely ask for an opinion. If the homeowner gives a positive answer to a soft trial close, you can then go to a stronger close asking for a decision. If they give a negative answer to a trial close, you go back to questioning and reselling benefits to encourage them to want to list and make it easy to close.
Here are 22 different closes and trial closes to help you ask for the listing. Use different trial closes throughout your presentation.
1. The Commitment Close
This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say:
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most import
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.There are other useful definitions in this field, for example, creativity can be defined as consisting of a number of ideas, a number of diverse ideas and a number of novel ideas.There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, development and commercialisation. Whilst there is no sure fire route to commercial success, these processes improve the probability that good ideas will be generated and selected and that investment in developing and commercialising those ideas will not be wasted.Incubation and InsightTwo of the most common terms in the field of creativity include Eureka! Or Aha! Often these terms are used to describe that moment when an idea has occurred “out of the blue.” This whole set of terminology and the inherent assumptions are misleading.a) Ideas do not occur out of the blue. The mind works on various problems at various cognitive levels. Aha or Eureka is the moment when solutions to problems become conscious. If Newton did discover gravity while sitting under an apple tree, it is because his mind was engaged with the topic of planetary motion and the memes of his times.b) The process of allowing the mind to work on various problems is calle incubation. Allowing incubation to take place results in richer solutions than if time pressure were used to elicit responses. But time pressure also has benefits – it increases output thus leading to higher probabilities of quality ideas emerging.c) Aha and Eureka are terms that trigger bad thinking. Insight is better.These topics
Here are 22 different closes and trial closes to help you ask for the listing. Use different trial closes throughout your presentation.
1. The Commitment Close
This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say:
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most import
What do you do when your boss calls you into her office, closes the door, and says, "...we're not happy with your performance on this job, so we're terminating your employment. Go clean out your desk and report to HR for your exit interview and your final paycheck." I've been fired a few time in my career and I'll share what I've learned from the experience.The Initial Shock Your first reaction might be stunned silence - you didn't see this coming and it caught you completely by surprise. If this is the case, then you've got a rotten boss, because a termination should never, ever catch the employee by surprise. So take a minute (or five minutes) to get over the shock and get your brain working again. If you feel like crying, go ahead - it won't change the situation but it will help you cope better if you can unload the emotion.How to Think About It When you've got your brain back in control, it's important that you think about this in the right way. You might be tempted to think, "I'm a bad employee." or "I'm a bad person." or "I'm a complete failure." but these are just the panic talking. The right way to think about this is to say to yourself, "I've been in a job that wasn't a good match for me, and this is just the outcome." This is important - it's not the job that's at fault, and it's not you that's at fault - it's the combination of you and the job that didn't work out. So you shouldn't feel ashamed - just regretful that it took so long to resolve the mismatch. There are a million reasons for getting fired, and none of them is 100% your fault.Don't Try to Reverse the Decision It will be tempting to say, "Boss, just give me one more chance!" but you should resist the urge. The decisio
All I ask is for you to look at what we have to offer, and tell me if it applies to you.
As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4
2. The "Hot Button" Close
Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most important to them. Homeowners make 80% of their listing decisions on only 20% of the benefits. So hit their "hot button" over and over to get them "warm" enough to close.
For example, the homeowner agrees with the uselessness of open houses... so you must repeat it over and over with a few stories of past client examples of successful sales without using open houses.
3. The power of suggestion close
Help your homeowner visualize using your services. Speak to them as though they already have listed, and tie in a "hot button" benefit. Remember enthusiasm is contagious. You should talk as though they already listed and sold their home through you. Use the word "when" not "if."
When you sell your home, we will take a picture of us standing together in your front yard... just like these happy clients!
4. The "Yes, Yes" close
Ask "yes" questions, so when you close the homeowner is already in the habit of saying "yes." Each time they say "yes," they are closer to listing. Also, it becomes hypnotic. Eventually, "yes" comes automatically. Look at the following questions, and think about how natural it would be for the homeowner to answer with a "yes" to each one:
Do you want a quick sale?
Do you want top dollar?
Would you like to sell your home within 30 days?
May I show you some information?
5. The "Just Suppose" Close
In this trial close, you have the homeowner "just suppose" the objection didn't exist. You then ask if he would list. This tactic also helps you uncover and tackle hidden objections.
Homeowner: Your commission is too high.
Agent: Is commission your only concern?
Homeowner: Yes.
Agent: Just suppose you felt our commission was fair, would you list then?
What this does is expose the truth commission is not really the problem. All the objection is about is the fear of saying yes. By eliminating the fear, or postponing it, you move closer to the listing.
6. The Sharp Angle Close
The sharp angle close uses the homeowner's questions and comments to help you get a commitment to list. Instead of immediately assuring your homeowner you can meet all of their wants and needs, ask if they'll list with you if you can.
Use this opportunity to try a trial close by asking the homeowner to commit to listing if you can do what he wants. Then, give him what he wants. Never say you can do something extra for the homeowner without a commitment he wil
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