This close helps ward off the "I'll think about it" objection by obligating the homeowner to make a decision on the spot. Use this close when you are talking to a homeowner you feel will use the excuse he has to think about it. At the beginning of the appointment, you say:

"All I ask is for you to look at what we have to offer, and tell me if it applies to you."

As you go through the presentation, make sure to write down the various comments of the homeowner. If the homeowner later says that he'll think about it, you can respond with a review of an earlier homeowner statement. You said, concerning selling your home, in point 4 ... ."

Warm up your homeowner by pushing their "hot buttons." Emphasize those benefits you know are the most important to them. Homeowners make 80 percent of their listing decisions on only 20 percent of the benefits. So hit their "hot button" over and over to get them "warm" enough to close.

For example, the homeowner agrees with the uselessness of open houses. Be ready with stories of successful sales without using open houses.

Help your homeowner visualize using your services. Speak to them as though they already have listed, and tie in a "hot button" benefit. Remember enthusiasm is contagious. You should talk as though they already listed and sold their home through you. Use the word "when" not "if."

"When you sell your home, we will take a picture of us standing together in your front yard ... just like these happy clients!"

Ask "yes" questions, so when you close the homeowner is already in the habit of saying "yes." Each time they say "yes," they are closer to listing. Also, it becomes hypnotic. Eventually "yes" comes automatically. Look at the following questions, and think about how natural it would be for the homeowner to answer with a "yes" to each one:

Do you want a quick sale?

Do you want top dollar?

Would you like to sell your home within 30 days?

May I show you some information?

In this close, you have the homeowner "just suppose" the objection didn't exist. You then ask if he would list. This tactic also helps you uncover and tackle hidden objections.

Homeowner: Your commission is too high.

Agent: Is commission your only concern?

Homeowner: Yes.

Agent: Just suppose you felt our commission was fair, would you list then?

What this does is expose the truth commission is not really the problem. All the objection is about is the fear of saying yes. By eliminating the fear, or postponing it, you move closer to the listing.

The sharp angle close uses the homeowner's questions and comments to help you get a commitment to list. Instead of immediately assuring your homeowner you can meet all of their wants and needs, ask if they'll list with you if you can.

Use this opportunity to try a trial close by asking the homeowner to commit to listing if you can do what he wants. Then, give him what he wants. Never say you can do something extra for the homeowner without a commitment he will list if he gets what he asks for. Without the commitment, he will say "great" when you say you can do what he wants. Then, he will say, "Okay. Let me think about it."

Homeowner: I want a lower commission.

Agent: If I could get you a lower commission, would you list right now?

When all else fails, ask your homeowner to tell you what he would do to sell the home. You might get a quick lesson not only on how to sell this person but also on how to sell more effectively to your other prospects. Use this close when you can't figure out why the homeowner won't list:

Mary, would you put yourself in my shoes? If you were selling to someone, and you didn't know why he wasn't buying, what would you do?

If you get an evasive answer, ask: Is it the price (me, service, etc.)?

Then, ask: What would have to happen for you to use our services?

This close gets its name from the pet store closing technique of letting prospects hold the animal they like, so they can't resist buying it. This close lets your homeowner see for themselves their need for your service. Make sure your homeowner holds, tastes, feels, wears and tries out your service. Once they have experienced using it, they want it more and it will be easier to get them to list.

Example: Let the homeowner go through your MLS book (or computer listing database/print out) and decide the price point on the home. Hand the homeowner the MLS printouts of their competition and say:

"Here is your competition. They all have priced their home at $99,900. As you can see, there are pages of them! At what price would you price your home so it would stand out and not get lost?"

What this does is to establish your professionalism with the homeowner. Not one homeowner ever answered the question but rather said. "I'll leave that up to you." That's the best 'yes' an agent can ever get.

To use the summary close, simply reiterate the homeowner's needs and wants, and show how your service satisfies them. You sum up what the homeowner has told you about what he wants, and give him his own reasons back for listing. No one can disagree with his or her own reasons.

"From what you told me, you want an agent with experience, honest, and doesn't waste your time with useless activities such as open houses. Our company offers this and more! Don't you agree?"

The situation arises where you have to call the office to check on the possibility of accomplishing something the homeowner has asked if you can do. While on the phone, talk as though the homeowner has already listed. If the homeowner doesn't stop you, she has listed.

Homeowner: I am happy so far, but I have one question. What about this listing period? I find 180 days a little long.

Agent: Let me call the office and see if I can lower that. (During the call to the office, ask: Can we give Mrs. Homeowner a smaller listing period?)

When you get off the phone, tell the homeowner how lucky she was to have gotten the lower period. And show her on the listing form the shorter period. If she doesn't stop you, she's listed her house.