close the Deal Ignite Power Session #11

Let’s Get Started Mission Expectations Action Reveal Pages 5-6

Action Reveal Contacts? Notecards? Laptop / Tablet? Practicing scripts? Contract-to-close interview Best tips Aha’s Page 6

Ignite myTracker – Daily104.com Help Enter Try It Now!

Your Lead Generation Habit Daily 10/4 Your Lead Generation Habit Daily! Add 10 new contacts to your database. Speak with 10 people in your database. Write 10 notes. Weekly! Preview 10 homes. Page 7

Lead Generate Your Turn, p. 8 Get out your call list—begin calls. Write 2–3 notes. 20 minutes Pages 8-9

Get Your Head in the Game Close on time. Smooth process. Win future business. Discuss – How will you ensure these outcomes? p. 11 Pages 11-12

“The first part of the real estate sales process is the hard, focused work of making connections and achieving agreements … the second part is the wide-eyed vigilant guardianship of the transaction until it makes it to closing.” SHIFT: How Top Real Estate Agents Tackle Tough Times Page 12

Make It Happen Know the process. Systems equal success. Seize the golden opportunity. Get paid. Pages 13-30

Contract-to-Close Process Page 14

Success Tip #1 Throughout the entire contract-to-close process, follow up regularly with the closing/title/escrow company and the loan officer to be sure everything is progressing on schedule. Page 17

Success Tip #2 Both agents should attend the closing to be a resource to their clients and to be sure items (keys, security codes, openers, etc.) providing access, security, and use of the property are turned over to the buyer. It’s also a chance to thank your client and ask for referrals! Page 17

Closing Checklists Buyer Agent Contract-to-Close Checklist Listing Agent Contract-to-Close Checklist Pages 18-19

Be a Problem Solver Your Turn, p. 20 Common issues and solutions 15 minutes Pages 20-21

Seize the Golden Opportunity Discussion – How do you leave a good impression? Page 24

“Agents have two agendas: (1) to move the current transaction toward a successful closing and (2) to ensure referrals. Most agents don’t get that.” Gary Keller, Cofounder, Chairman, and CEO Keller Williams Page 24

NAR reports that 88% of clients say they would use their real estate agent again—but only 12% do. Don’t be in that 76% that loses touch with their past clients. Page 25

Tokens of Appreciation Your Turn, p. 28 Write thank-you gift ideas. 5 minutes Page 28

Putting It All Together Action Plan Prepare for Your Final Ignite Class Recall and Remember From Aha’s to Achievement Enhance Your Learning Pages 31-35

Close the deal Ignite Power Session #11