San Francisco Commercial Real Estate Notes
• “Ifwe can agree on the price and terms, would you allow me to represent you exclusively during our next meeting?”• “If you do decide to sell after reviewing my proposal, and if we can agree on the price and terms, would you allow meto represent you exclusively during our next meeting?”When to “Trial Close”If you are unsure that your client is serious, ask before you request books and records. Remember that you may not wantto do the proposal if the answer to the conditional close is negative. Saying this is more awkward if you’ve already takenthe books and records step.Should you ask whether the client will sign at the next meeting?If you specify the timeline for signing the Exclusive Listing, the client faces a much more real decision, as opposed to ahypothetical one. UndeL those conditions, the client is forced to more seriously consider whether there are additionalobjections or hindrances. Por example, “I’d have to ask my spouse.” Specifying your timeline will also cause your client todisclose more about his or her timeline.However, specifying the timeline is confrontational. Don’t do it if your cljent-relationship is tenuous.What if there’s an objection?Objections voiced at this stage should be clarified, acknowledged, and set aside. Follow this model:3. “What are your concerns with an Exclusive?”4. “If I can address those concerns to your satisfaction at our next meeting, what other concerns would keep you fromexclusively listing?”Bottom-Line Standards:57Did you get the conditional agreement while learning about all potential objections?• Does the conditional close specify that the listing will be Exclusive?• Were objections handled in the following manner?1. Clarify2. Acknowledge3. Isolate4. Repeat the conditional closeExerciseAgents should take turns delivering the conditional close and fielding these objections:• “Exclusively? I don’t know about that.”• “What would the fee be?”• “I’d have to ask my wife.”58