Today we're working on two closes every top agent has.

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Welcome to the Tom Ferry Show.

Today I'm giving you two closes that every real estate professional has in their bag of tricks.

You've probably seen it before if you haven't.

I'm going to strongly encourage you to take notes to really pay attention to this one because we both

know at the end of the day knowledge equals confidence and ignorance equals fear.

If I don't know what to say, I don't close at the end and whether I'm trying to get an

appointment, trying to convince somebody to give me an email or a cell phone, or

convincing the buyer to write the offer that makes sense, or the seller to accept the offer or price it correctly

if you don't know what to say my friends.

We stumble and fumble on that moment and we lose the opportunity.

So today we want to just up your skills with the two most basic closes everybody

knows. We know the first one is the if clothes and of course the second is

the alternative choice close. Let's take a look at the pattern which The if closed pattern goes like this if closed pattern goes like this if I can

X would you Y if I can X would you Y if I can X would you be willing to Y? And the alternative choice goes would you

X or would X or Y be better for you? Would X or Y be better for you? So these are very basic patterns.

And what I love about patterns versus a canned script is that you can be flexible,

you can add in all of the most important criteria of your

customer to be effective. So let's take a look ready here's some samples.

Samples if I can show you how we sell our homes for 2.7% more, now this could just as easily be how we sell them

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