Brokers: What do you do to "close" people?
[{"id": "fg7lcow", "text": "Check out Dan Sullivan of Strategic Coach.  There is something called the D.O.S. conversation.", "replies": [], "depth": 1}, {"id": "fg7pd3r", "text": "I just followup", "replies": [], "depth": 1}, {"id": "fg7prv7", "text": "i'm a newb but i don't try to force the wrong deals, ultimately sometimes its just a numbers game", "replies": [{"id": "fg7qrla", "text": "That one deal, that you push and bend over backwards to make happen, ends up filing a $3MM bogus lawsuit against everyone involved and it takes 4 years and $30k in legal fees to prove you didn't do anything wrong.  Never again.", "replies": [], "depth": 2}], "depth": 1}, {"id": "fg7qpil", "text": "You don\u2019t. They decide. You build a relationship.", "replies": [{"id": "fg84nwz", "text": "Especially true with commercial real estate. Its not like selling a sweater or a toaster oven, or even a car. Because of all the moving peices, its generally not an impulse purchase. 1031s, financing, life goals, real estate goals, business goals go into these multimillion dollar purchases. \n\nYou can't force these decisions. But when the time is right and the play is right, you need to position yourself to be the best person for the job. \n\nOr, if you(op) want to close someone you can bring a deal that they can't refuse. You show me a deal where I make 60% back on my cash in a year and you'll close me.", "replies": [], "depth": 2}], "depth": 1}, {"id": "fg7qsbt", "text": "there's no science. you're either a sales guy or you're not.   first thing I learned on wall street day 1 was abc.  you gotta be a people person. if you're not you likely won't last.  also grind.", "replies": [], "depth": 1}, {"id": "fg7tujk", "text": "Unfortunately if they aren\u2019t at your throat for the deal that will be very hard. If they are then just make sure they realize every minute they wait is another minute someone else has to take their deal and that you are there to do whatever is necessary to make sure that THEY get the deal.", "replies": [], "depth": 1}, {"id": "fg7zi71", "text": "As others have said, people tend to choose you. Not the other way around.\n\nThat said, I came from a shop where the goal was always to be relevant. Psychology 101 teaches that familiarity breeds liking. So, try to always be in front of prospects with meaningful information such as deals you're marketing, deals you've closed, news they care about, etc. Not everyone has the luxury of a strong pipeline, but I think part of the game is segmenting the market smaller and smaller -- geographically, property type, deal type, deal size -- until you legitimately have a strong hand to play. I actually built a product that helps in this regard: [https://towerhunt.com](https://towerhunt.com)", "replies": [{"id": "fg8k092", "text": "Interesting - just sent my email through :-)", "replies": [], "depth": 2}], "depth": 1}, {"id": "fg89hvt", "text": "I think the best commercial brokers find buyers who own or want to own the product they have for sale.  It is much easier to close if you are talking to right prospect.\n\nWe are principals and the better brokers call and say I know you'll love this class c industrial building that is price way under replacement cost.", "replies": [], "depth": 1}, {"id": "fg8kbbp", "text": "For me a lot of it is taking a good amount of time to get to know them.  Schedule calls so that you both have blocked at least 30 minutes to talk with them to learn more about them.  More than just what they want in a property - what their interests are, how familiar they are with the area, the real reason why they want to buy.  Then after each meeting or phone call set 1-2 quantitative goals that you will achieve for them before the next meeting.   Like - I am going to set you up on this market search, and by next week we should know 3-4 properties that you want to see.  Or connect them with the right person to help them on their next step - lender, appraiser, inspector, so that they know you are the go-to person to refer them to the right people and that they can come to you with any question and you will steer them in the right direction.  For me its all about creating a sense of team-work, so they feel that by working with you they also get a huge back-end of professional referrals, marketing, exposure, brand recognition, etc.", "replies": [], "depth": 1}, {"id": "fgbwxnp", "text": "Weed out the prospects who aren't motivated. It's not your job to turn a no into a yes. It's to find the yes. The real close isn't on the listing. It's on setting up a time to meet so the seller can get to know you and build rapport. If they're motivated sellers, the rapport is the most important thing.\n\nThere are thousands of agents who do exactly what you do. The seller could get the same service from someone else. You just have to get them to like you as a person. Once you get them comfortable, it's a matter of demonstrating how dedicated and hard-working you are. Explain the lengths to which you'll go to find a buyer who brings the best price.", "replies": [{"id": "fgbxhi8", "text": "TLDR: get them to like you and prove to them you're not just listing it on Loopnet and calling it a day", "replies": [], "depth": 2}], "depth": 1}]