You walk into a listing appointment, have great rapport with the sellers, do a great job on your presentation, and when you're ready to close for the listing they say, "We're interviewing three other agents -- we'll get back to you." What do you do? The long-running seller's market of the last decade created a whole generation of real estate agents who lack solid closing skills. When there are too many buyers and not enough listings, no closing skills are needed.As the listing agent in a seller's market, all you have to do is issue your counteroffers, make sure the buyers are qualified, and then take the best offer. Buyers are so desperate to purchase that their agents have little need to close as well. Today's buyer's market is a completely different story. Experienced agents who cut their teeth on past markets where solid closing skills were required are the ones who are doing well today. Those lacking these skills are falling by the wayside. When most people t...
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