Each “yes” you receive from the prospect is a minor
close. The more “yeses” you get brings you closer to the
final close: the listing appointment, and ultimately the list-
ing. You’ll slowly but surely refine this technique until it
becomes part of your language.
The Alternative-Choice Close
An alternative-choice close is a technique that asks for
the close by giving alternative options from which the
prospects can choose. Thereby, when prospects pick one of
the alternatives they essentially agree with the close.
Here’s a basic example of an alternative-choice close
out of context: “Which one is your favorite color, red or
blue?” The person asked this question may have black as
their favorite color, but when asked to pick one from the
two choices they will state that their favorite color is either
red or blue. Here is another example, but this time it’s put
into context of the real estate business:
Agent:“I would like to show you what I have to offer. We
could meet tomorrow at 3 P.M., or would 5 P.M. work
better for you?”The sellers don’t at first have to agree with meeting to-
morrow, but when asked to pick from two alternative
choices, they feel the need to pick one, and in essence agree
to close for the appointment.
This is an example of how to use your tie-downs and al-
ternative-choice closes in the context you’ll encounter and
then how to step in for the final close. The final close is not
The Real Estate Agent’s Guide to FSBOs