3 Options Realty, LLC

This is the first blog in a series of over fifty sales tips, all designed to help real estate agents become more effective in closing the sale.   Each blog will be in the same format, beginning with a discussion, then moving into an action dialogue, to be concluded with thoughts on how to develop this skill.  We plan to post one tip each week for the next year. 

Discussion:  Before closing ask several “close-ended” questions that only need a “yes” to answer.  Get them into the habit of saying “yes”.  Nod your head just slightly as you ask the questions.  Make the questions easy at first—you like this home, don’t you?”  “Wouldn’t this yard be perfect for your dog?”  “This high efficiency heating and air conditioning system will fulfill your energy conservation concerns, wouldn’t it?”  Then ask a question about purchasing — make sure it can only be answered with a “yes,” too.  For example, “Don’t you think this one is reasonably priced?”  Now you have set the stage for a meaningful discussion.  

Action:  On the listing appointment, ask if the seller prospect sees the benefit of each of your marketing features:  “Can you see the benefit of having so many different web sites listing your home?”  “Can you imagine the wide exposure it will receive?”  After asking a number of these questions, and receiving a “yes” reply, pull out the listing agreement, sign it, and flip to the front page.  Ask a few detail-type questions to fill in the blanks:  “So shall we go with a list price of $350,000?  Don’t you think the 15^th would be the best day to start marketing?  Okay, just sign here and we can get this moving towards selling this home.”  (The fait accompli close.)  

If you think you have found the right house for your buyer client, but it seems that they just don’t realize it, you have to help them see it.  Using the information you learned during the needs assessment meeting, ask if certain attributes of the property meet their expectations.  Get them saying yes.  Remind them of the search parameters and point out how closely this property meets those objectives.  Ask them: “Don’t you think this is the right house, it meets so many of your needs?  Shall I draft an offer?  If they say no, dig to find out what the real problem is.   

Development:  Think about what “yes” questions you can ask with both showing and listing.  Try out this technique, but don’t push too hard at first.  Give yourself time to streamline your approaches.  You will get better and better at this as you practice.  You have nothing to lose.  Ask “yes” questions.  Get your prospect in the habit of saying yes to you.