Selling Soulfully with Jennifer Allan

head_left_image

Sex, Lies & The Assumptive Close for Real Estate Agents

I’ve been watching Sex, Lies & Videotapes on DVD this week. Remember this movie? No? Well, it was made in 1989 so probably many of you missed it due to your crazy elementary school schedule. Anyway, earlier this week I promised to help out the more introverted among us with some tips for “smoothly closing” our clients when it’s the right thing to do and lo and behold... right there on my movie screen is a perfect example of a Soulful Assumptive Close! So, I’ll start there.

In the movie, Graham (james spader) asks Cynthia (laura san giacomo) to let him videotape her. I’ll spare you the details, but let’s just say that she’s intrigued, yet a little unsure. She wants to do it - that’s clear - but she’s uncomfortable coming right out and saying so.

Cynthia asks a series of delaying tactic questions (“How long will it take?” “Do I sit or stand?” “Will anyone else ever see this tape?”). Graham quietly answers her questions and at the same time, casually picks up his video camera, loads a tape and sets up the tripod. He sits down in an easy chair and gestures for her to relax on the sofa. He turns the camera on and begins asking questions. She can either answer them, thus agreeing to be videotaped, or refuse to answer, thus declining to be videotaped. The power was always in her hands; Graham just made it easy for her to say yes.

Fade Out

The Assumptive Close is defined as “acting as if the prospect has already made the decision”. What you’re supposed to do is to move the conversation toward the next steps without waiting for permission or a specific request to do so. Typical examples of the assumptive close in real estate include:

“Would you like to ask for the refrigerator in your offer? ”
“Would this Friday be good to go on the market?”
“Let’s meet back at the office in an hour to review the comparables”

When done respectfully and with the right intentions, the assumptive close will be welcomed by your buyer, seller or prospect. They’ll be relieved you took control and will enthusiastically follow your direction. They’ll happily go where you lead and love you for it.

And of course, they still have the power to say no or to halt the process, and certainly you should respect their wishes if they do so.

In the example I used in my previous blog, how could the shipboard hairstylist soulfully closed me on the Overpriced Facial or the Total Body Detoxification and Purification Experience? Easy, right? She could have picked up her appointment book and simply showed me what times were available. How hard is that? Or she could have shown me a brochure of the various types of facials offered and asked which one I wanted. Neither of these tactics are pushy or aggressive. I still made the final decision; she just made it easy on me.

For the Reluctant Salespeople among us, using the assumptive close should come naturally with a little practice. Try using it in other areas of your life if you’re uncomfortable experimenting with your clients. When it works, it’s a beautiful thing!

You haven’t heard the last of this from me... more closing techniques for introverts coming soon!

 

Copyright Jennifer Allan 2007

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

Comment balloon 20 commentsJennifer Allan-Hagedorn • August 30 2007 08:22AM
Sex, Lies & The Assumptive Close for Real Estate Agents
share
I’ve been watching Sex, Lies & Videotapes on DVD this week. Remember this movie? No? Well, it was made in 1989 so probably many of you missed it due to your crazy elementary school schedule. Anyway, earlier this week I promised to help out the… more
Real Estate Introverts, Pick up that Phone!
share
Okay - calm down. I'm an introvert thru and thru, so trust me, I won't ask you to do anything I wouldn't do myself. We introverts like our email. It's safe, it's efficient and we know we aren't hassling anyone with our attempts at… more
Salesperson, PLEASE Sell Me! (Especially for Introverts)
share
Salesperson, Please Sell Me! As I write this, I'm on a big boat somewhere in the Caribbean… On Vacation… on a vacation where I swore I wouldn't work… but is writing/blogging work? I guess that depends on how well this blog-writing effort… more
10 Ways SOI is Like Dating (Part II of SOI & the Single Gal)
share
Welcome to Part Two of SOI and the Single Gal (read Part One here ) Ten Ways SOI is like Dating: When you leave the house, you never know who you might meet. So put on lipstick, comb your hair and put on some sexy jeans. If you… more
SOI and the Single Gal
share
It occurs to me that running an SOI* business is a lot like dating. I'm thankfully no longer in the dating world, but I remember it well. Trying to figure out where Mr. Right might be hanging out that day. Pondering who among my friends would give… more
Introvert Tip #4 - Show Up When it's the Right Thing to Do
share
There's nothing we Ntro's like more than a wedding, a funeral, a Christmas party or a Candle party… right? Uh, no. Not so much. Just the sight of a wedding invitation puts a panicky feeling in the pit of my stomach that just gets bigger as… more
Announcing MY Website with a Scavenger Hunt!
share
AUGUST 2, 2007 As promised in an earlier blog I'm announcing my new website with a scavenger hunt. DON'T participate in this game if you tend to disagree with most of what I say… you'll only get annoyed. Okay… here are the rules. Below are ten… more
Announce Your Website with a Scavenger Hunt!
share
Got your new website all fired up and ready to go? YEAH! Waiting anxiously for the inquiries, leads and, admit it, the compliments to start pouring in? Waiting… waiting… waiting… Don't worry, this is NOT a blog about SEO (I'm not even sure… more