The Real Estate Agent\'s Guide to FSBOs - Make Big Money Prospecting For Sale By Owner Properties

FSBO Sales Techniques

Closing Techniques

In this game of selling, the main objective of your job is
to close. You want to use tie-downs and minor closes with
the seller in over-the-phone conversations, which lead up
to the close for the appointment that can finally lead to a
close for the listing. From there you hope to find a buyer
and close on the sale. It’s all about closing. For this section
we are concentrating on closing for the appointment over
the phone, which is the most important close that can take
place while on the phone. This technique requires many
minor closes that bring us to the major close. I will demon-
strate all of the techniques required to achieve this aim.

Use Tie-Downs for the Minor Close

Here’s how a tie-down works. Your objective is to close
as early and as often as possible. Use tie-downs to close as
many times as you may need to in order to commit to the
final close, the close for the appointment.
A tie-downis a way of wording a question so that the
prospect says “yes.” Use a closed-ended question and, at
the end of a sentence, place a tie-down to get a “yes” re-
sponse. The objective here is to get your prospect to say
“yes” as often as possible. Each “yes” you receive from the
seller is a minor close. For example:

Agent:“Down the line if your home doesn’t sell you will

consider listing with an agent, won’t you?”

Seller:“Yes.”