Too often I
see agents turn uncertain when it comes to getting a client to sign an
agreement. It is that moment of indecision that causes agents to lose
sales and listings. Here are a few thoughts that can take you over the
threshold to more listings and sales.
You have to assume
success. The Champion agents who assume that they are going
to get a contract signed have much greater success. Don't go
in asking for the business first. Assume you are going to get
it, then ask.
Once you assume, then
you must decide that you are going to get it done. Don't let
anyone take you off the track towards your goal. I had a coaching
session recently with a Champion agent. She was working with
a problem buyer. The buyer was getting on her nerves. She had
an appointment later that day to show the buyer a house that
really fit her needs. I asked her a series of questions about
the buyer. She concluded she needed to sell her this house
tonight or cut her loose. I counseled her to assume and decide
that she was going to get this lady sold. That evening she
did exactly that. Her mental decision to take action with this
client made the sale.
The next step is to
keep asking. Don't be stopped by the first no. If you ever
watch a four-year-old, no doesn't bother him. He will continue
to ask until he gets a yes. Did you know that the average sale
is made after five noes? Do you stop before or after the fifth
no?
Make sure to get a
few yeses through trial closes along the way. Trial closes
are the little yeses of agreement to the little things.
For a seller it could
be:
Do you have a key
ready tonight?
Where in the yard would you like the sign to be put?
Is this Tuesday all right for the Broker's open?
For a buyer it could
be:
I noticed you both
like the swing set. Should we ask for it in the offer?
Do you want possession the end of this month or next?
What is a convenient day for a home inspection for you both?
Trial closes build
momentum. Momentum is crucial in any sales process. Most buyers
and sellers would not jump in front of a train. That is what
you are doing when you build momentum through trial closes.
They may try to slow you down with a little objection. Just
handle it and throw a little more coal in the furnace to get
the train up to speed again. The coal is another trial close
once the objection is handled.
The last is to keep
writing and filling out the purchase or listing agreement.
If they don't stop you, keep going. They have every opportunity
to stop you or slow you down. If they don't jump on this opportunity,
keep writing. In my experience, almost all prospects signed
with me once I had finished the paperwork, and they will sign
with you, too.
Closing a client is
a step-by-step process. Practice these steps and your sales
volume will increase dramatically. You won't have to resort
to phrases of manipulation. It's like the life insurance salesperson
who told the prospect, "Now, don't let me pressure you.
Sleep on it tonight, and if you wake up in the morning, you
can give me a call."
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