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Read below for a sample email lesson. There is also a signup form at end of the lesson.
This Week's Lesson - 22 Closes That Work!
All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you’ll stand a better chance of getting more listings. Here are 22 different closes and trial closes for use when on a listing presentation.
1. The power of suggestion close
Help your homeowner visualize themselves 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!
2 . The "Yes, Yes" close
Ask "yes" questions, so when the time comes for you to 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 "yes" to each one:
Do you want a quick sale?
Would you like to sell your home within 30 days?
May I show you some sold information?
3. The "just suppose" close
In this trial close, you have the homeowner "just suppose" the objection didn’t exist. You then ask if she 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 that commission is not really the problem. All the objection is about is the fear of saying yes. By eliminating that fear, or postponing it, you move closer to the listing.
End Of Sample Training Lesson
We will end this example of a training letter here. You can receive the other 19 closes by signing up to this free training service.
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