Closing-Recap
Closing-Recap- STARTED
Jane & Mike, tonight we started with your home and what matters most to you: (getting it sold by June 30, without the stress). From that, here’s what we’ve built together.
Closing-Recap-THE FOUR PARTS
First, how your home will stand out: (fresh paint on the main floor, the basement cleared), with photos booked for (date).
Second, your customized Blueprint: how we’ll get this home in front of the right buyers (including the Mandarin-speaking buyers you mentioned), and how I’ll negotiate for you.
Third, the market value range: (1.62m to 1.72m), based on the homes buyers will actually compare yours to.
And fourth, your launch strategy: (Momentum-Driven) at (1.59m), for (a more certain sale).
(One line each. A short label, then their specifics. Don’t re-explain anything.)
Closing-Recap-THE PROMISE
Jane & Mike, when we sat down, I promised you’d leave with a clear, customized plan for selling this home. You have it now.
(Pause.)
Closing-Checkpoint
Jane & Mike, is this the plan you want to sell your home with?
Stop talking. Hear both: “Mike, how about you?” Go by the weaker answer.
(Then find their answer on the Closing Map.)
Closing-The Closing Map
WHAT YOU ALREADY KNOW
The price — the Launch Strategy checkpoint has already drawn out and handled the price objections. This question closes.
Other agents (Discovery) — if they’re meeting others: never Close 1 or Close 2. Use Close 3, expect “once we’ve met the others” (A.1b), and aim for a booked follow-up.
A firm date (Discovery) — a closing, a new job, the school year: opens Close 2.
Standout-Transition-checkpoint — “anything else you’d need to see before deciding who to work with?” If they said nothing, or you’ve since shown what they named, say so in Close 3. If you haven’t shown it yet, show it before you close.
THEIR ANSWER PICKS THE PATH
| Their answer (the weaker one) | Path |
|---|
| Eager — “Let’s do it.” “What’s next?” “When can we list?” | → Close 1 · Paperwork |
| Clear yes — “Yes.” “It is.” | A firm date → Close 2 · Calendar No firm date → Close 3 · Summary |
| Soft yes — “I think so.” “Looks good.” Or one of them is quiet. | → Close 3 · Summary Its first question firms up the yes. |
| “Yes, if…” | → A.1 · Condition |
| “Not sure, because…” | → A.2 · Objection A price objection you’ve already handled: “What would settle it?” → A.1, or A.5. Don’t argue it twice. |
| A question — “How does…?” | → A.3. Answer it, then ask again. |
| “We’ll think about it.” | → A.4 · Hard to Tell |
| “No.” | “That’s fair. What’s missing for you?” → A.2 |
(Unsure which row? Take the weaker one.)
TIP: Have the agreement pre-filled before you arrive — address, names, and both prices from Launch Strategy — and keep it out of sight until the yes. All three closes end at The Agreement.
Close- Paperwork
Good — let’s put it in motion. The agreement’s filled in with what we decided tonight, so we stay on track for photos (Thursday).
(Bring the agreement out now, not before. They’ve said yes in their own words — don’t ask again. → The Agreement, starting at The Fee.)
Close-Calendar
To be (in the new place by June 30), we need to be live by the (15th) — signing tonight, photos (Thursday). Every week we wait is one less week on the market before (June 30).
Are you ready to go ahead with me tonight?
Stop talking. Let them answer first.
(Use only their date and your real lead time, worked back from the photo date in Prepare — no pressure they didn’t bring. Yes → The Agreement. Not yet → Appendix A.)
Close-Summary
Good. What do you like most about it?
(One answer — don’t ask “what else?” If they can’t name anything: “What’s the one part you’re least sure about?” → Appendix A.)
Close-Summary-nothing
WHO CARRIES IT OUT
Earlier you said there was nothing else you’d need to see before deciding.
(If they named something: “You wanted to see (the pricing) — we’ve covered it.”)
Close- Summary-like
You said what you like most is (their words). That’s how I’ll run this, starting (tomorrow). I’d like to be the one who does it.
Are you ready to go ahead with me tonight?
Stop talking. Let them answer first, however long it takes.
(If they seem to be holding something back, add once: “If anything’s holding you back, I’d rather hear it now.”)
(Yes → The Agreement. Not yet → Appendix A.)
Close-The Agreement
Thank you both. Let’s go through the agreement together, so you know exactly what you’re signing.
Close-The Agreement -THE FEE
My fee is (x)% of the sale price, and that includes the (x)% offered to the buyer’s brokerage. It’s written into the agreement, along with everything we’ve agreed tonight.
(State it once, plainly, and move on. Don’t justify it unless they ask — if they do, see Appendix A · The fee.)
Close-The Agreement -THE TERM
The agreement runs from (date) to (date). Here’s my promise: if I don’t deliver the plan we just built, (your exit terms — e.g. you can cancel, no cost). You’re never locked in with someone who isn’t doing the job.
TIP: Decide your exit terms before the appointment, and check the wording with your brokerage.
Close-The Agreement -WHAT YOU’RE SIGNING
(Walk through the Listing Agreement: list price (1.59m), listing date (date), the term, the fee, and what’s included — sign, lockbox, showings. Then the other forms on your brokerage’s sign-up checklist, such as ID verification. Confirm the checklist with your brokerage.)
Take your time with it, and ask me about anything that isn’t clear.
(Don’t talk while they read. Sign.)
Close-What Happens Next
THREE DATES
Here’s what happens from here:
1. (Tomorrow): I’ll (book the painter and confirm the photographer), and send you a copy of everything we signed tonight.
2. (Date): photos.
3. (Date): your home goes live.
I’ll call you on (day) to go over the last details before the photos.
(Launch Prep — feedback preference, showing instructions, the before-the-photos list — goes on that call, not tonight.)
Close-LEAVE
Thank you both for trusting me with your home. I’ll talk to you (tomorrow).
(Pack up and go. Don’t keep selling after the signature.)
Close-Appendix A · Reading answer
(Reading the Answer at the Close)
TIP: Use this for both questions — “Is this the plan you want?” and “Are you ready to go ahead with me tonight?” Hear both of them, and go by the weaker answer. Then sort it — “if…” is a Condition, “because…” is an Objection, neither is Hard to Tell. After handling it, ask the same question once more. Never handle the same objection twice — if it comes back, book the follow-up (A.5).
IF ONLY ONE HAS ANSWERED
ACTION: Don’t take a nod as a yes.
Mike, I’d like to hear from you too — how does it look to you?
Close-Appendix A ·A.1. Condition
A.1 · Condition — “Yes, if…”
TIP: A condition is a yes waiting on one thing. Check it’s the only thing, then meet it.
If we can (do that), are you ready to go ahead tonight?
Close-Appendix A ·A.1a. Condition-can be met now
A.1a · CAN BE MET AT THE TABLE
• Timing — “If we can list after March.”
That works — we can sign today with the listing starting (date), so the preparation starts now.
• A plan item — “If the photographer can come before (date).” Confirm it on the spot: “Yes — I’ll book (date) tonight.”
• The fee, before they’ve said yes — “What’s your commission?” Give a range, not a number:
My fee is between (x) and (y)%, depending on (what’s included). Once we’ve agreed to work together, we’ll set it in the agreement. If that’s settled, is there anything else?
Close-Appendix A ·A.1b. Condition-can’t be settled now
A.1b · OUTSIDE THE ROOM — CAN’T BE SETTLED TONIGHT
Don’t ask for the signature. Book the next step before you stand up (A.5).
• Someone else has a say — “If our son / our lawyer is OK with it.”
That makes sense. Would it help if I walked them through it too? When could we do that?
• The other agents — “Once we’ve met the others.”
You’re meeting others, and you should. When are you planning to decide? Could I call you (the day after) in case anything comes up?
• The two of them need to talk — one warm, one not. Don’t sell to the hesitant one in front of the other.
You two will want to talk this through without me here — that’s how it should be. Could I call you tomorrow evening?
Close-Appendix A ·A.2. Objection
A.2 · Objection — “No / not sure, because…”
TIP: Don’t argue and don’t rush. Find out what’s behind it, answer it once with evidence, then ask again.
That’s fair. Tell me more about that.
Close-Appendix A ·A.2. Objection-Price
• The price or the strategy — “We still think it’s worth more.” Go back to Your Choice in Launch Strategy once, and tie it to their own answers. Adjust only for a real comparable or feature they show you.
Close-Appendix A ·A.2. Objection-Plan
• A piece of the plan — “Do we really need staging?” Give the reason in one line — what it does for buyers. If dropping it doesn’t change the result, let it go.
Close-Appendix A ·A.2. Objection-Term
• The term — “Six months feels long.” “What if we’re not happy?” Give your promise (The Agreement · The Term) in one confident sentence.
Close-Appendix A ·A.2. Objection-Fee
• The fee — “That’s more than we expected.”
Fair question. That fee pays for the plan we just built — (the photos, the marketing to both English and Mandarin-speaking buyers, and how I’ll negotiate for you).
TIP: Decide before the appointment whether you have any room on the fee, and for what. Don’t improvise it at the table.
Close-Appendix A ·A.2. Objection-Doubt
• Doubt about you — “We’re not sure you’re the right fit.”
I appreciate you saying that. What would you need to see from me to feel sure?
Answer what you can. Don’t push — if the doubt stays, book the follow-up (A.5).
Close- Appendix A ·A.3 Question
A.3 · Question — “How does…?”
“How do showings work?” “What happens if it doesn’t sell?” They need information, not a decision. Answer it briefly, then ask the same question again.
Close- Appendix A ·A.4 Hard to tell
A.4 · Hard to Tell -“We want to think it over”
TIP: No “if” and no “because” — they haven’t given you a reason. Get the reason, once; then sort it into Condition or Objection. Pushing turns hesitation into resistance.
Close- Appendix A ·A.4 Hard to tell- Sleep on
• “We’d like to sleep on it.” “It’s a lot to take in.”
Of course. What’s the one piece you’d most like to think through? Let’s talk about that one right now, together.
Close- Appendix A ·A.4 Hard to tell-never sign on spot
• “We never sign the same night.”
That makes sense — it’s a big decision. If you sleep on it and it still feels right in the morning, is there anything that would stop you from going ahead?
A quick, easy “no, nothing” → a real habit: book a specific time tomorrow (A.5). A pause or a glance at each other → a hidden objection: “It sounds like something’s still on your mind. What is it?”
Close- Appendix A ·A.4 Hard to tell-silence or long pause
• Silence, or a long pause — Wait. Count to ten. “Take your time — what’s going through your mind?”
• Still no reason after one try → book the follow-up (A.5).
Close- Appendix A ·A.5 Follow-up
A.5 · Book the Follow-Up
Let’s put a time on it now, so nothing falls through. Would (tomorrow at 7) or (Thursday at 7) work better?
ACTION: A day and a time on both calendars before you stand up. Tonight, send them a short recap of the plan — the four parts, in their words.