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Continuing Ed Express eNews Archive - Real Estate Career Advice

Ye Olde Ben Franklin Close! 
Closing Techniques.

By Jim Luger, CDEI
Certified Distance Education Instructor 

Supposedly invented by Ben Franklin, this closing strategy can help your customers make difficult decisions. 

State all the positives of going forward, and then ask the customer for negatives. If the customer gives fewer drawbacks, you can ask, "Does that help tip the balance?"


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Closing Technique! 
No Closing, No Sale.

By Jim Luger, CDEI
Certified Distance Education Instructor 


People resist big changes, like buying a multi-thousand-dollar house with a 30-year debt and moving into a new community. Successfully closing a sale requires overcoming this resistance. 

One way to do this is to view yourself as encouraging your clients to do what they really want to do.



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