Updated 1.20.26

 

This is what a circular closes close again with the assumptive close. So when you this is called right here, this is called isolating.

 

The objection you right. Is that the only thing that’s keeping you from moving forward. Yes it is. Then you overcome the objection. Then you close again with an assumptive close. If. There you go. But but but if they get their big butt out, then you go, okay, well, I see your butt and, we’re going to overcome your butt next, with another circular close confirm move, and you swirl them around again.

 

You guys know what type that takes you. But Aikido is.

 

Ikea. I kido,

 

Aikido I kido here’s aikido. Oh, this is going to be an ad, but I’m going to show you aikido in a moment.

 

This is kind of what you’re doing with them. I’m there. There really is a point to this. This is the like the oldest martial art known to man.

 

The attacker is coming after him, and then the defender is throwing the attacker, using his own momentum to throw him. But doesn’t it look like a dance? Like a beautiful dance. I remember that from training you. Yeah. When done correct correctly, correctly. Overcoming objections doesn’t feel like them attacking you and you attacking them back. It feels like a beautiful dance you’re doing with them and they don’t even, like, know what’s happening.

 

And all of a sudden they find themselves pinned to the mat and they can’t move. That’s what this is supposed to feel like when you do it. Does that make sense? You like the analogy from home builder consultant? It’s awesome. Yeah. So the circular clothes is like just like that. And there was a lot of circular motion that was happening there in that, that martial art.

 

And so it’s like they come at you with this objection and you walk with them and turn them in a different direction. Right. And so home builder consultant goes, is that the only thing that’s keeping you from moving forward? And it feels like you’ve accepted that they have this issue that’s going to stop everything. And right when they feel like it’s going to stop everything by them going, yeah, I can’t get past that.

 

Then you go, oh, no problem. Well, here’s the solution to that. And then you turn them around and you ask them again and sometimes they keep doing this several times. And so it’s a oops. It’s a rinse and repeat that makes sense. And you keep closing. And you always do it with a circular close because a circular close is always going to feel, like you’re not arguing with, you’re not like having a, a battle over an issue that they’re having.

 

You’re just having a discussion with them. You know what home builder consultant means? So is that yesterday, after talking to you. But I can go into that later if you want to finish. Yeah, yeah. I mean, I’m kind of at the end of my thoughts there, but I think, because I don’t have very many thoughts, I’m just kind of make stuff up.

 

But, I think that’s how home builder consultant would kind of handle that scenario. And I think for you guys, when you’re dealing with that customer who’s like, you know, they just feel like they’re stuck and you can’t get them off high center and they won’t move forward. You just have to explain or you just have to, look for what the objection is and then overcome the objection, you know, so and they’re, they’re going to sometimes push back once and then they’ll fall down and you got them ready to sign.

 

And sometimes they’re going to push back 3 or 4 times. And sometimes you just can’t get them to the end of it. It’s just going to keep happening. And then you’re like they’re not really a buyer. So all right, what’s your scenario, Natalia? Oh, it was with the, you and home builder consultant discussed it yesterday. It was with the agent.

 

So the $10,000 incentive, I called her. She didn’t answer, so I sent her a pretty kind of direct message. Like, hey, we’ll honor the $10,000 incentive if you guys want to write up by, And I gave them by today because I knew she was meeting with the sellers today for a CMA on their current home, and she took that very well.

 

That was like the best conversation we’ve had. Even though this was over. Text message. And yeah, so she said she will she, she has the meeting with them today. She’s excited and she thinks that we’re going to get an offer on it. So, I think they’re going to want to write it, but it was really good to use kind of that issue that we had with the $10,000 incentive and turn it into kind of the, the, the focal point.

 

And that being kind of the the main thing with this offer is the it becomes your leverage for earnest leverage. Yes, yes. So that was really, really cool to see. Right. And that I to that I just showed you that entire martial art is all based on leverage, leveraging their own weight against them. It’s like the thing they’re pushing the hardest on sometimes saying, if I can do that for you, are you going to move forward today?

 

You keep pushing on that one thing. If I’m able to do that for you, are you ready to move forward today? And that’s you pushing back against them, and then it becomes them going, yeah. And then you’re like, great. What’s the correct legal spelling? You move into assumptive close. What’s the correct legal spelling. Right. Ashley. I’m not sure who came in or what you were dealing with, but, I think we left you at it’s like, what information is missing?

 

And she’s like, well, it’s not really anything. Okay, well, Sherry, what’s holding you back? And she’s like, okay, here’s what it is. And that’s where they revealed to you the, hidden objection, often hidden objection or they’re you’re just finding out. They just want to stall because they want to keep looking at other homes. So when you say, what is it that’s holding you back?

 

And I like to let them answer. And then if they don’t answer, I remind them again, you said it’s the right neighborhood. You said it’s the right floor plan. It’s the only one that’s going to work in your time frame. It works in your budget. You’re already greenlighted on all your financing. What’s stopping you? Like, I just repeat it back to them again and go, what’s stopping you?

 

I mean, we’ve spent a lot of time together looking at everything. What’s holding you back?

 

What is your gut tell you is holding her back?

 

I don’t know, because she’s been she’s been working with this broker for, like, seven months and she’s already. Yeah. So I feel like I feel like she’s just not a fast decision maker. And the broker did say we’re the furthest that she has gone so far. So. Well, I would say to her, I’ve come across these people a bunch.

 

The people who just can’t make a freaking decision. I mean, 30 years in a relationship and haven’t got married, she just can’t make a decision person. Maybe. Maybe, but I’m just saying clues. Clues to her life. Maybe. But, maybe it’s that she needed somebody with banks, and she doesn’t know you got banks, so maybe that would close the deal.

 

I don’t know, I mean, she saw me Saturday. I had them, so. Okay. That’s fair. So, but I would just say Sherry, at some point, you just got to do it. Scared. You just kind of move forward. home builder consultant feels like we’ve found you a great home that you’re going to love for many years to come. Let’s just do this.

 

What’s stopping you? And, like, you got to just kind of be her friend and, like, put your arm around her and go, come on, girl, let’s do this. Do you know, does that mean I get to go to San Diego? Because, I mean, yes, we’re going to fly you all expenses three days, four nights. Can you take it on this trip?

 

I’m about to go on because that would be fantastic. Yes, yes, we’ll give you an expense account. We’ll fly you out on the Haven jet. It’s going to be fabulous. I mean, steep flights for the Haven jet, right? Yeah. Well, I did talk to Steve this morning and asked him to say, you know, if he could, because he said he asked her if she knew what the like, how the 321 worked.

 

And she said yes. And he said that they didn’t like really go into what the exact payment was. So I asked him if he could send her like what the exact payments were. So he’s going to do that. And then I was hoping maybe she would just call me like, let’s do it. But she’s going to just call.

 

You’re going to have to call her when she’s done meeting with Steve, and you’re going to have to ask her this question. You’re going to go, hey, did you get all your questions answered? Did Steve take care of you? You feel good about all? Did you go over everything? Was there anything left that wasn’t answered? Yeah. This is usually what I do when I’m trying to get them over.

 

It’s like, what did we miss? What haven’t we gone over? What haven’t we answer? Is this answered? Is that answer does this answer does that answer. Did you get the answer to this okay. You’re good. You got all the information okay. Is there anything else you need to know about? No. Okay. Great. Let’s go ahead and move forward.

 

What’s the correct legal spelling of your name for the paperwork?