assume the buyer is going to buy and you complete the deposit receipt form
survival; security; pride of ownership/social need; love of family; health; desire for profit or gain; tax benefits; comfort and convenience; reason versus emotion; sensory appeal
some action, word or phrase, or facial expression of buyers-tip offs to the salesperson; green lights
California Residential Purchase Agreement and Joint Escrow Instructions
acts as a checklist to ensure a contract that is complete in all respects; responsible parties must comply with the requirements stipulated to help both parties avoid entangling legal complications; any changes should be dated and initialized by the principals to the transaction
simple "yes" or "no"
estimated buyer's costs
total cash requirements, as well as estimated monthly payments based on the offer
if used prooperly, can be a powerful stimulant to a close
"If you buy now, I believe we can lock in the current (5.1 percent) interest rate. You would like a 5.1 percent rate, wouldn't you?"
match your customer's speech in volume, speed, and tone
applies to knowing what someone does not want
reasons and feeling and aid in the communication process
choice between two things rather than between something and nothing
"test and heat"; if the customer is not ready to buy, add a little "heat"