The ‘Godfather’ close
What’s your favorite close on a listing appointment? I’m not talking about a ‘come list me’ from Uncle Guido. I’m talking about a seller who is interviewing 5 agents and you’re not the last agent giving a presentation. In my opinion, few closes are better than the “Godfather’ close.
Let’s set the stage. You’ve given a listing presentation to the seller who you determine is ‘serious about selling’. They are prepared to be realistic on pricing, and the house shows great and needs no further staging. You want this listing and have reminded the seller you are ready, willing, and able to proceed with a few signatures.
The seller replies that they believe you can get the job done. They are impressed with your professionalism, red power tie, and cologne that reminds them of their favorite aerobic instructor. But, they promised several other agents an interview and “Their word is their bond”. Now what do you do? It’s time to introduce them to your ‘Godfather’ close.
The sellers are smiling and leaning forward in their kitchen chairs. You begin to smile and lean forward also. The sellers speak slowly and deliberately. You speak slowly and deliberately because of your neurolinguistic training class that says matching and mirroring enhances receptivity. Now the ‘Godfather’ close begins.
“M/M Seller, if I were to make you an offer you couldn’t refuse; would you list your property with me right now”? The sellers look at each other amazed because they said they wanted an assertive agent this time, and this feels assertive to them. Of course, they ask, “What’s the offer”?
You repeat the ‘if – then’ proposition to make sure they are interested. They reply out of intense curiosity, “Yes, with the right offer we’ll sign now, and cancel the other appointments. What’s the deal?”
You could play ‘let’s make a deal’, but you don’t. You simply say, “M/M Seller, you tell me. What would I need to do, or promise to obtain your commitment right now”?They look in each other’s eyes and say, “All the other agents wanted a one year listing and that’s too long. Would you take a listing for 120 days”? You are tempted to wipe the saliva from the corner of your mouth, and you do.
The Godfather in you now says, “If I would take the listing for 120 days, will you list with me right now?” The seller replies, “Yes”. You consummate the paperwork, as you and the Godfather smile and live happily ever after.
