Professor Payne explains how to pitch real estate deals without pressure: suggest the client talk to another agent first, then follow up tomorrow. He argues the viral "one-call close" is fake; real deals need multiple conversations and patience.
Well, have you thought about listing it? Yeah, I have. My Aunt Sue is an agent. So, well, you should call her if you want to list it, if you're open to it. You mind if I follow up with you tomorrow after and see how your conversation went with Aunt Sue so I can, you know, see if I can work, work with you or if you're going to decide to go list with her. I always push them away from my option just so I make sure that they feel confident that I'm not trying to force them to do anything. And if they work with Aunt Sue, great. Right. But if they work with me, even better. So remember, guys, that it doesn't have to be a one-call close. I know a lot of people— you probably see that online or like a lot of the videos on YouTube are like, watch me close this property like in 5 seconds. It's like, that doesn't— that's not really reality.
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