How Good are You at Closing?

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* 1. What do you say when your buyer says, "What a beautiful view!"?

This is the best view in the area

If you like the view, it would be smart to write an offer before someone beats you to it.

It is a beautiful view, isn't it?

I wouldn't say anything -- I'm practicing "shut up and sell".

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* 2. Which of these marketing headlines is the most likely to motivate a buyer to contact you?

Remarkable price - well below market value

Updated lovely home - must see!

Wow! Amazing home - totally unique!

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* 3. You’re on a listing appointment. Which question gives you the most useful information about your sellers and how to close them?

When do you plan on moving?

Who will be qualifying for the loan?

Where would you like to live?

What's motivating you to sell?

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* 4. What do you say when your buyer tells you, “I hate these ugly carpets!”?

We can always look at another house.

Would you replace the carpets or expose the hardwood floors?

If you like the house, you can always ask for a carpet allowance when you write the offer.

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* 5. You walk into a house and it has the ugliest blue kitchen cabinets you and your buyer have ever seen. What do you say?

Shall we look at another property?

Would you paint them a different color or have them replaced?

I hate these too - would you believe someone did their kitchen like this?

I can't believe the broker didn't tell them to paint them white - who would buy a house with blue cabinets?

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* 6. Your buyer is dressed to the nines with a black designer leather jacket, lots of jewelry and bright red Jimmy Choo high-heeled boots. Which one of these closing statements will be most effective in closing to write an offer?

I can see that you really like this property with the view of the park. Let’s go back to the office and take a look at the numbers.

The home you are considering is so peaceful and quiet. It sounds as if this might be the right property for you. Are you ready to talk about some numbers?

This house is so warm and cozy. I have a hunch that you can get a good deal. Would you like to get a feel for the numbers?

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* 7. When the seller objects by saying, “Well Zillow says my house is worth more,” which approach is best?

Explain how Zillow’s estimates are often inaccurate by over 10 percent.

Tell the seller to ignore Zillow — your comparable market analysis (CMA) data is more accurate.

Explain how Zillow lacks information about interiors and is therefore inaccurate.

Show the seller the values from other companies who use AVMs.

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* 8. What is the least effective way to get a for-sale-by-owner (FSBO) to agree to list with you?

Tell them you have a client for their property.

Offer resources to actually help them sell their property such as a list of FSBO websites.

Provide them with sample documents they will need to close.

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* 9. Your buyers ask you, “Where is the property line?” Which response is the best?

Let's ask the seller.

I don't know.

The seller says they built the fence on the property line.

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* 10. Your listing has just gone under contract. The day after the buyer’s physical inspection, a brown spot appears on the ceiling even though there hasn’t been rain for months. How do you amend the disclosure statement?

Revise the disclosure statement to say, “Roof leak noted on living room ceiling.”

Because it hasn’t rained, there has to be a plumbing leak. Revise the disclosure statement to say, “Plumbing leak noted on living room ceiling.”

Revise the disclosure statement to say, “Brown stain noted on living room ceiling.”