Asking for the Sale on Visit One

I received this e-mail from Melissa Guggisberg, a truly dedicated superstar in North Carolina. Read her message – it’s important:

I actually worked with a couple for just over an hour, priced out the home and simply asked “So do you want to buy this home today?” It was totally natural and she said “Yes”….I sold a home in an hour and a half….incredible feeling. She justified later by saying “We’ve been looking for over two years, we know what’s out there”.

Pay very, very close attention to that last line. In it you will find your justification for closing on visit one. Today’s customers have been in the market for years. They have been thinking about this for a long, long time. They have been all over the Internet. They know what is out there!

What is your philosophy on this? Do you think this is an isolated incident, or do you have success in getting the sale on visit one?