Too often I see agents become uncertain as to how to get a client to sign an agreement. It is that moment of uncertainty 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.

First, you have to assume success. Champion agents who assume that they are going to get a contract signed have much greater success. In doing so, they don't go in asking for the business first. Assume you will get it, and then ask.

Once you assume you will be successful, you must decide to get it done. Don't let anyone take you off the track in achieving your goal. I had a coaching session recently with a Champion Agent who 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 that 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 them. They will continue to ask until they get a "yes." Did you know that the average sale is made after five "no's"? Do you stop before or after the fifth "no"?

The statistics are quite compelling:

• 47 percent of salespeople stop after the first "no" they receive from a prospect.

• 21 percent of salespeople stop after they hear "no" a second time.

• 14 percent of salespeople quit asking after they receive a third "no".

• 12 percent of salespeople fail to continue after the fourth rejection.

• 94 percent of salespeople fall short of the fifth time asking for the order.

Studies have also indicated that over 60 percent of consumers say "no" four times before they make a purchase. All we have to do to control over 60 percent of the market opportunities is ask more than five times with any prospect we meet. We can easily move into the top 6 percent of all agents in income by simply asking for the business.

Make sure, however, to get a few "yes's" through trial closes along the way. Trial closes are the little "yes's" 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: closer to the driveway or on the edge of the property? Is this Tuesday all right for the Broker's open, or would next week be better for you?

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 would next month be better? What is a convenient day for a home inspection for you both?

Trial closes build momentum. Momentum is crucial in any sales process. While buyers and sellers would not jump in front of a train, that is what you are accomplishing when you build momentum through trial closes. You're building up speed and momentum down the track to the sale. 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.

When on a listing presentation, the earlier you can move the contract out of your briefcase to the table the better. I would pull it out early in the discussions with a client and take notes on it. This allowed the client to get comfortable with it being out on the table. I would also take notes on the listing contract as we were discussing the price they wanted to list the home for. When we agreed on the value of the home and the list price, I would write that price right on the form for everyone to see. Keep writing and creating momentum, as I stated earlier.

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."