1.2 Flashcards
(26 cards)
A/an ______ close is when you present your questions as though the buyers have already decided to go ahead.
assumptive
When a buyer is resistant and wants to “think it over,” it is called a/an _________.
stall
“Could you attend a closing during the week, or would you prefer a Friday?” is a _______ close.
multiple-choice
A/an _______ close involves telling a story.
narrative
“_____” are the normal symptoms of second-guessing after making an important decision.
Buyer’s jitters
True or False:
You should never encourage a buyer to make a decision if you think it might make them uncomfortable.
False
If you told the buyer a story about someone else who had trouble deciding, you would be using a ______ closing strategy.
narrative
The _______ closing strategy involves listing the pros and cons of a decision, and then comparing them.
Ben Franklin
The resistance, “The carpet is bad,” is called a/an ________.
objection
The resistance, “I don’t trust that old furnace,” can be referred to as a _________.
condition
After the offer has been presented, you should report back to your buyers _________.
ASAP
If your buyers are becoming too anxious, _______ to give them time to feel secure.
give up temporarily
If your buyers’ anxiety level is too great, don’t push, but do continue to _________.
lead
Whether to accept the offered price and terms is the _______ decision.
seller’s
Tell anxious buyers that it takes ________ days for a new house to feel like a home.
21
Transferring the title is called _________.
settlement or closing
________ is when and where money is given to the seller and the sellers transfer ownership of the real estate and included personal property to the buyers.
Settlement or closing
“Maybe this isn’t a good house for you. Repairing that deck could be expensive”, is an example of a/an _______ close.
surrender
The urgency close arounses the feeling of competition from other buyers. Be ______, however, or they will resent this as manipulative pressure.
subtle or careful
______ close arouses the feeling that they could lose the property.
Take-away or urgency
______ close suggests that a solution depends on the sellers’ acceptance of a contingency.
Contingency
Just start filling out the paperwork, while asking them necessary questions is a _______ close.
contract
True or False:
Never apologize for terms that are less than what the seller wanted.
True
Alternate close is when you ask ________ questions.
multiple-choice
