How to Get Better at Closing
By Judy LaDeur
When I ask Brokers what they need most, they almost always say that they need to become better closers. When I ask why they think they need to get better at the close, the obvious answer is that if they are better closers, they will sign up more agents. To an extent, that’s true. Everyone needs to be a good closer to be at the top of their game, but what is a good closer?
A good closer is someone who does these five things:
- They set it up properly. From the time the interview starts, they are closing them to join “if it’s determined that they are a good fit.”
- They ask the right questions to know what it’s going to take. If you know what it’s going to take, you will present the right tools and solutions.
- When you present the right tools and solutions in a way that shows and proves value, the agent wants to join.
- A good closer also knows HOW to close the agent. Amiable agents need assurances and security. Expressive agents need to “feel good” about the decision. Logical agents need to KNOW that it’s a good solid business decision.
- And of course, you must ask them to join! Not just one time, but several times.
You may have heard about the Northwestern University Study that says that 78% of the time, you must close three times to get the sale, but most do not know what that really means.
Do you just keep asking them to join the same way? No! If you ask someone to join your team at the interview (that’s one), and they say “no, or sounds good BUT…”, just smile and say that’s fine, but if you were going to join today, what would it take? (That’s two). Listen to what they say, feed it back, (so if I hear what you are saying, if you were going to join today, we would need to…” Then question it. “Tell me why that is important. Tell me more about that, please. Why-what-how questions will help you to get more details from them.
When you have enough info, isolate the objection and offer to solve it. “Is that the only objection? If I could overcome that today, would you be willing to move forward?” (That’s three.) At this point, you need a “yes”. In the absence of a yes, you are dealing with a stall, and you can’t overcome a stall. Start the process over again and ask, “What else is holding you back?” However, if the person said, “Yes if you can overcome that, I would be willing to join…”, then simply overcome the objection and close again.
Remember the saying, Close often, and then close again. Just like you do with buyers and sellers if you saw the sale take place that day, work hard to put it together!
Remember there are seven and a half audio HOURS of dialogues, strategies, closes, objection handlers, etc. in your Profitable Recruiter System. Top brokers tell me they tap these resources at least twice a month to continuously fine-tune their recruiting skills. It’s no secret that’s why their recruiting numbers are so high! Be sure to listen to my signature handshake close (yes, that’s me in the picture above at a recruiting retreat). It works like a CHARM.
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Not sure if this is the right thing for your company? Watch this video on demand to learn why brokers of every company size are making it their turn to way to stay positioned for recruiting success in today’s market — and putting the fun back into their recruiting. We’re taking the guesswork out of recruiting for brokers — and they are loving it. We can do the same for you! Questions? Email us today.