Page 144 - Academy Mastermind Book
P. 144

APPOINTMENTS/
                SHOWINGS                                                                                             Presentation of Self

                                                                                                                     Qualifying Leads

        THE CLOSE (RECAP)
                                                                                                  CALLS              Client Actions


         THE CLOSE IS A COMBINATION OF RATING GAME                                                                   Recapping
                AND THE GOOD, THE BAD & THE UGLY
                                                                                                                     Start Follow Up

         1      RECAP the reason why they gave you low scores                                                        Where Are They

                                                                                              FOLLOW UP              Next Steps
         2      Be reassuring you will  nd the Right ONE – And that you
                will not let them settle for something less. Story – We’ve all bought                                Close Call and Next Steps
                that one car that we hated, every time you hit the unlock button you
                said I can’t believe I bought this.
                                                                                                                     Game Plan
                Same goes with your home, every time the garage door goes up and
                you pull in, I want you to feel good about what you’ve purchased.
                                                                                                                     Presentation of Self
         3      Revised Strategy – This could be a multitude of different things               SHOWINGS              Engage Client


                                                                                                                     Showing Homes/The Close

        Area, Price point, road noise, not move in ready, needs work, switch to condo or
        patio home, 2 story vs single level……it goes on and on.                                                      Timelines


                                                                                                      ?              What’s in the Offer
            At this point RECAP and put together NEW GAME PLAN
                             to  nd the right home.                                              OFFERS              Details of the Offer

                                                                                                                     Disclaimer
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