Closing is an objective, not THE objective
I believe that “closing” is overrated by most agents. Many agents ask me for advice on closing techniques. I don’t believe you need to be an “arm twister” to do well in this business. I have a fundamental belief that if you walk the right person into the right property at the right time that they will turn to you and say “I want it. What do I have to do to get this?” You do not need to be the pushy, aggressive, stereotypical salesperson hated by most people. In fact, you will make more money if you aren’t. That being said, you have to “ask for the sale”. In any industry salespeople need to ask the consumer if they want the product. You don’t need to be obnoxious but if they like the home and they need a place to live, you need to ask them if they want it.
One of the standard “rules” of selling is that you always try to get two positive responses before you ask your “closing” question. For example, if the timing is right and the prospect is projecting positive vibes you ask “How do you like the home?” If they answer positively then you would follow up with “Do you think you would be happy living here?” When you get another positive statement then it’s time to ask the “closing” question. The form of the closing question is going to vary depending on your relationship with the prospect and the procedure common in the area you do business. For example, here in Manhattan we might ask “Would you like to go back to my office and do the paperwork?” or “Would you like to go to the management office and fill out an application?” Or it may even be this “Dude, you freaking love this apartment! Let’s go wrap it up before someone beats you to it!”
About Greg Young
Greg Young is the owner and President of Broker Heaven NY, a real estate training and consulting firm located in Manhattan devoted to helping agents and companies reach their full potential. Greg has trained thousands of agents over his 30 year career and has created numerous rental and sales training programs.