A real estate agent shares the exact question that closed a listing when competing against other agents: "Do you think there's anything else they're going to tell you that we haven't already reviewed here tonight?" The talk covers practical closing techniques and how to handle seller hesitation.
Can you role play with Stacy? How to get the listing at the appointment when they say we would like to think about it. So the best way, I mean, we could try it, although I don't know I'd be able to do it. I actually, actually witnessed it. So I went on. It was a weird situation where I went on an appointment with Brian, who is an agent on our team. He's been with Thomas for like three or four years now. And he's using this presentation that I just showed you. He went through it and we were the second agent of five and the first agent was super new, went through all the paperwork, read, went to the disclosure, filled up the disclosure with them and just didn't probably could have gotten the business. We knew our really good agent was going to come in the next day at noon with 100% certainty. We would not have gotten the listing if we didn't push for it and they didn't want to sign. They said, we have three other agents that we're going to meet with. One thing that he said, which I don't think I would ever say, but it worked magically, is do you think there's anything else they're going to tell you that we haven't already reviewed here tonight? You know, we've done this for, you know, I've done this. So if it's you, Sandy, I've done this for a long time. I've been at this business for whatever, 12 years. I've sold 172 homes. You know, I've sold several properties in this neighborhood. You know, I've got a team that's all dedicated to serving our sellers. You know, is there, is there anything that another agent is going to tell you that we haven't already reviewed here tonight? And then they looked at each other and I was witnessing it and they're just like, no, I guess you're right. That's a good question. Yeah, it was just like interrupted, basically just interrupted their thinking and it's just forcing them to make a decision.
