closing | The Zebra Blog

Posts Tagged ‘closing’

Challenging Appraisals in Today’s Real Estate Market

There isn’t a week that goes by lately that I don’t hear a nightmare appraisal story from one of my clients. There has been a huge surge in appraisal challenges in the last 90 days and it makes me wonder what is going on! Many transactions today are being delayed because appraisers seem to be […]

Ask Denise: Second-Guessing?

Denise Lones

Q:  Denise, I have a buyer who is under contract and they keep asking about other properties that are coming on the market. What is worse is they are asking me how many days they have left to get out of their contract. I don’t think they are unhappy with the home they have a […]

Ask Denise: Kudos to Laurie!

Denise Lones

This week’s Ask Denise isn’t so much of a question as it is kudos for one of our very favorite clients, Laurie Way, who took the concept of the Moving Day Kit discussed in last week’s Zebra Report and made it her own. In Laurie’s words, “When we pulled up to the house, three kids […]

The Teeter Totter Approach to Selling

man on tightrope

There are agents who are all about the relationship and agents who are all about the task at hand. Is one area of focus better than the other? This is a discussion that has provided debate over the years. You’ve likely heard the expression “he/she can sell ice to Eskimos” — implying that the individual […]

Ask Denise: Closing Gifts

Denise Lones

Q:  Denise, I am struggling with whether to include a closing gift for my clients or not. What do you think? A:  While I don’t think a closing can buy your way into people forgiving you for mistakes during the transaction or a lack of client care, a closing gesture can indeed go a long […]

Ask Denise: Seller Needs More than Market Price

Denise Lones

Q:  Denise what do I do if a seller tells me that they don’t have enough money to sell their home at what we have determined is market price?  A:  This is a question and a reality that comes up often. Frankly, if a seller truly does not have the money to sell then there […]

Converting Leads … Remember Your Personality Style! (Part 4)

A group pile of hands

PART FOUR: CLOSING WHEN YOU’RE A “SUPPORTER” This is my final Zebra Report in my series on closing strategies based on your personality style – and that of the clients you are trying to close. If you missed the previous three weeks, be sure to review the Zebra Reports on closing strategies for Promoters, Controllers, […]

Converting Leads … Remember Your Personality Style! (Part 3)

3 people analyzing data

PART THREE: CLOSING WHEN YOU’RE AN “ANALYTICAL” Over the past two weeks I talked about closing strategies for Promoters and Controllers, and provided strategies for effectively closing clients if you were one of these two personality types. As a review of those Zebra Reports, my thoughts on closing are this: there is no such thing […]

Converting Leads … Remember Your Personality Style! (Part 2)

A Woman in Control

PART TWO: CLOSING WHEN YOU’RE A “CONTROLLER” Last week I presented an overview on personality styles, and presented the idea that the way you close should vary based on the personality of the client. Seems simple, right? The truth is many agents are taught to close the same way – by using a formula that’s […]

Converting Leads … Remember Your Personality Style!

Agent demonstrating to an Analytical

PART ONE: CLOSING WHEN YOU’RE A “PROMOTER” Earlier this month I talked about converting leads, from the telephone, the internet, and in-person. My goal in those posts was to give you some thoughts about the kind of steps you need to take when converting leads specific to each category of client. But there’s another issue […]

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