GINA HANSON
AUTHOR,
SELF CONSTRUCTED
Keynote Speaker Workshop Facilitator
Real Estate Trainer
Powerful Closing Scripts
ALTERNATE
Would you like to meet on Thursday or Friday?
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Would you like to list this week or next week?
ASSUMPTIVE
It sounds like we should meet. I am available most times this week, so what works best for you?
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Looks like you’re ready to list!
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Wait until your first dinner party! Your friends are going to love this house!
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Where would you put the couch?
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What date did you want to move?
BEAT THE COMPETITION
Look, I’ve seen it a million times, you’ve been looking for how long? You know this is the best out there, right? The problem is, everyone else who sees it will know that too. Did you want to write on it and beat the competition?
BEN FRANKLIN
You add up all the pros, have them add up all the cons. Make sure your list is much much longer than theirs.
Now that we know it's a good decision, let's get going.
CALENDAR
Do you have a calendar in front of you? Great. Take a look at what day is good for you next week.
CAN I HELP YOU?
Would you like my help?
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Can I help you with this?
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Looks like you could use some help, is that right?
CHECKLIST
It has the backyard, the kitchen, and the neighborhood you wanted. Was there anything else? Then it sounds like this is the one!
COSTS ARE GOING UP
Rent costs only go one direction. The only way to cap your living expenses is to purchase. Are you ready to cap your living expenses?
CRYSTAL BALL
I don’t have a crystal ball, I have a magic 8 ball, and it says ‘probably’.
DIRECT
Are you ready to do the paperwork?
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Can we meet today?
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Hand them a pen. Please sign here and here.
EXPERIENCE
My team, (or my office), has over X years of experience in this area.
You do want to list with the team that has the most experience, don’t you?
FEEL FELT FOUND
I understand how you feel. I had someone yesterday who felt the same way and then they found out what they could get for their property and now we have an open house scheduled tomorrow!
FOR FREE
I really like you and I want you guys safe in this house. I’ll throw in a home warranty for free, that will save you a bit of money, and I’ll know that you’re taken care of.
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I don’t normally do this, but I’ll cover the cost of the transaction coordinator on this one.
HARD CLOSE
Let's meet
HELP YOU
Sounds like you need to sell your property and I’m going to help you do that.
HIGHER AUTHORITY
I’m not sure my broker will allow me to do that, let me text him really quickly. He says that I can. Alright, let’s write that in and finish the rest of the paperwork.
HOW SOON
How soon would you need to sell by?
INDIRECT
Would it be okay if I sent you some information to look over and then we can meet to discuss?
ISOLATE AND CLOSE
Is this the only thing holding you back from making a decision today?
Alright, what if we did ____, does that work? Perfect, let’s get going on the paperwork.
COSTS ARE GOING UP
Rent costs only go one direction. The only way to cap your living expenses is to purchase. Are you ready to cap your living expenses?
LANDLORD
Are you going to contribute to your landlord’s retirement fund another year… or your own?
LEAVE TO DISCUSS
I can see that you two would like to discuss this. I’ve got a couple of calls to return.
I’ll step outside and make my calls and let you two talk it over.
LEVEL WITH ME
Level with me. What is it that still needs to happen for us to move forward?
NEGATIVE/POSITIVE
Would you be offended if I asked if we could meet to go over this?
PRESUMPTIVE
Many people intend to list with me before they call me. When we meet, if you feel comfortable, are you prepared to list with me at that time?
REDUCE TO THE RIDICULOUS
I can see that the price concerns you. If you took the cost and spread it out over the thirty years of the loan, it works out to less than (a dollar a day, a latte a day…). Here, let me pay you your first day. Give them a dollar (or buy them a coffee.)
RESPONSE
Could we move next month? Did you want to move next month?
NEXT STEP
I think you would agree that we have gone over enough today that meeting would be our next step?
ROLE REVERSAL
If our roles were reversed, what would you do?
SCALE CLOSE, TWO WAYS
On a scale of 1 to 10, where are we right now? Why not a (name a lower number)? This makes them defend their choice. Sounds like we should get started.
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On a scale of 1 to 10, where are we right now? What would it take to get it to a 10? Awesome, let’s get those written in and then it sounds like we should get started.
SHIFTED MARKET
I’d hate to see you lose money because the market is shifting, would you like to review the paperwork?
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If we’re going to beat the shifted market, how soon would you like to get started?
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We need to sign now to beat the shifting market.
SOFT
I’ve really enjoyed visiting with you. When would you like to get together to discuss this further?
SUGGESTION
Based on when you have to be there, I would suggest we list on X date. Does this work for you?
SYSTEMS
We have a 15 day listing system, and we put all listings up on the MLS on Fridays because statistics show that homes listed on Fridays bring in more money. Based upon that, we need to get your paperwork going today to make the cutoff time.
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The broker tour is always on a Wednesday. Based upon that, we need to get you signed today so we can make that date and get your property exposed to all the agents in the area.
TAKE BACK
I’ve really enjoyed visiting with you. To be honest, I’m not sure if I can be of help or not, but I would be honored if we could meet to find out.
THREES
List 3 options, with the last one being the one that works best. (You must be comfortable with what they choose.)
We can either meet again next week, think it over for another day, or get going right now so you can get to (place) when you said you wanted to.
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We can keep looking and hope that there is something new on the market, meet for another time tomorrow and maybe something will change, or you can make an offer on X and get moving forward today.
TIME THE MARKET
People buy and sell when they need to buy and sell. Timing is about their lives, not the market.
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The only way you can time a market is when you are moving into a different area. You were going to stay local, weren't you? Then the only timing is now.
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When is the best time to plant a tree? 20 years ago. When is the 2nd best time? Today.a
TRIAL
Are you happy with our marketing plan?
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Are you with me so far?
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Does that make sense?
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Have we answered all your questions?
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Is there any reason why we couldn’t list today?
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Does everything we have talked about today make sense?
USE YOUR NUMBERS
As you can see, (Name), my list price to sales price ratio (or days on market) is the best in this entire neighborhood (area, state, national average...) Doesn't it make sense to list with me?
VALUE ADDED
When you list with me you get (X), that an average agent won’t give you
WHAT HAPPENS
What happens if you don’t ______?
WHAT'S NEXT
Would you like to know the process?
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Would you like to know what happens next?
WHEN START
When would you like to get started on this?
WILL IT HURT?
Will it hurt if we lose this house today? Then we write.
WIN YOUR BUSINESS
What do I need to do to win your business?
WORST CASE/BEST CASE SCENARIO
What is the worst thing that could happen when you...? They respond. Then we do ____, right? Can you live with that? And what’s the best thing that could happen? They respond. And, you can you live with that, right? Smile. Okay, let's get going then.