Listing Tips 4:

The Two Most Common Closing Myths...and How To Avoid Getting Burned By Them.

The only thing certain with real estate is that it changes. The industry turns over more than half of it's new members every year, legislation churns out industry-transforming laws and people's habits evolve.

This last one is important: a century ago, people responded to the hard sell pressure. There wasn't much consumer choice, so the benefits of what was being sold eclipsed the pressure. But today, people are sensitive to messages and pitches that are softer, sophisticated and consumer-centered...and their likely to ignore or reject you if you push them too hard.

With that said, here are two myths that are lingering in the air and creating confusion for the rookie and veteran alike.

Myth 1 ... If they don’t say ‘yes’ now, your job is to find out why, solve the problem and close.

Instead of bringing out the big guns and trying to pressure a close, this is a great time to regroup and ask more questions.

If you had thought everything was in line for them to make a decision and they aren’t ready, you have obviously missed something.

Plus, if a person who takes a long time to make a decision tells you they want to "think about it" and you don't give them a little space to do that - they will probably never do business with you.

But let me warn you: don't give them too much space. Five or ten minutes should be plenty. Never let them sleep on it. It maybe the last time you ever see them.

Myth 2 ... Asking for the order is being pushy or manipulative. Whether you are working with a homebuyer whose been renting for the last 8 years or a homeseller who lost their job, it is usually in their best interest to make a decision to move forward...and it’s your job to help them do that. Follow these steps:

The Art Of Finding, Getting, And Selling Real Estate Listings!