Page 145 - Academy Mastermind Book

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

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