RE/MAX FALL CONNECT - Agent Sales Rally

Agenda

Guest Speaker - David Knox
Topic: Closing Techniques 

David Knox started selling residential real estate in 1972 for a small company. In April of 1973 he was one of the first to join 
a brand new real estate company in Minneapolis called Burnet Gagner. He won top agent awards many times throughout 
1974-1975. He was soon invited to be a guest instructor to teach new agents how to get started.

In 1976 the company became Burnet Realty and Ralph Burnet set a goal for substantial growth. To this end he asked David to 
build and head a major training division to help with the recruiting and development of salespeople. David ran up to ten 4-week 
training sessions that trained over 350 people a year.

In 1979 David was accepted into the cadre of CRS instructors for the Realtors National Marketing Institute. He honed his training skills 
with coaching from other instructors like Bill Barrett, Del Bain, Howard Brinton and Dave Beson. He became a Senior Instructor and 
authored the rewrites of courses RS201 and RS202.

Learning Outcomes:

Be in the Top 6%
This is the skill that separates top agents from everyone else and you’ll discover that you can be in the top 6% of salespeople by simply 
asking the right number of times to get a decision.

Confidence
As a salesperson, you like people and want them to like you. This need for approval may keep you from properly encouraging your clients 
to make decisions that are in their best interests. 

Client Benefit
By asking for a decision, you may risk short-term disapproval. But NOT asking creates long-term disapproval. You owe it to your clients to 
lead them to making decisions that are in their best interest.

What is Closing?
Get a “yes” or get a “no” Getting a "Maybe" is NOT closing Emotional vs. Physical close Build Your Bridge to the Close

Assertive vs. Aggressive
Aggressive closing is Win-Lose Assertive closing is Win-Win

Closing Mistakes
Not asking Talking after the question
. Waiting till the end to close

How to Close
Question structure start writing Attitude of Acceptance Where to close

Types of Closes
Minor points Alternative choice Assumptive

How Many Sales People Stop at "NO"?
How many stop? How many customers buy?_____________________________________________________________________________________________________________________________