Calendar Close Steps

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Part 1: Introduction and Framing Success

Goal: Frame the success and establish the context for the closing process.

1. Initiate the conversation with positive visualization:

   • Script: “Hey Seller, fast forward with me really quick. You know our marketing worked, our coming soon process was awesome, we had a bunch of people in the event. My team had a bunch of conversations. We've had at least one offer and you are ready to sign the offer, and I'm curious at what date would be the easiest for you to make a move.”

2. Request three key dates: 

   • Best Case Scenario Date: The ideal date for the move.

   • Drop Dead Date: The last possible date they can move.

   • Earliest Date: The soonest date they can move.

Part 2: Setting and Visualizing Dates

Goal: Map out and visualize the critical dates on a calendar.

1. Visualize the ideal date:

   • Ask for the best-case scenario date and mark it clearly on the calendar.

   • Example: “So, ideally the best time that we can move out is gonna be 9/25.”

2. Identify and mark the drop dead date:

   • Ask for the last possible date they can move.

   • Script: “What is the date that is too late? Like if I don't sell past this date, I may have a different plan. What’s that date?”

3. Determine and mark the earliest date:

   • Ask for the soonest possible date they can move.

   • Script: “What’s the soonest you would like to move out of your home?”

4. Highlight the timeframe:

   • Mark the period between the earliest and the drop dead date, showing the comfortable timeframe for the move.

   • Script: “So, anytime within this highlighted timeframe, if I understand you right, as long as you’re moving in this highlighted time frame, you’re happy.”

Part 3: Working Backwards and Confirming Commitment

Goal: Ensure the client understands the timeline and gains their commitment.

1. Work backwards to establish necessary dates:

   • Calculate and mark dates for contract acceptance, negotiation, marketing, and launching based on the earliest and latest dates.

   • Script: “We need to have a contract by this date, and considering the marketing time, our listing needs to launch by this date.”

2. Reiterate the timeline:

   • Confirm all critical dates and ensure the client is on board.

   • Script: “When we talk about a target start date, this is the date I'm focused on because, as long as you and I are aligned on this date, everything else is going to happen as scheduled.”

3. Close with a decisive question:

   • Secure the client’s commitment without leaving room for ambiguity.

   • Script: “Seller, before we get started, is there anything else I need to know about your timeframe before my team begins the process of selling your home?”

   • Avoid weak closes: Do not ask “Do you have any questions?” or “What do you think?”

This structured approach guides the client through a clear timeline, addresses their potential concerns proactively, and ensures a strong close by focusing on decisive commitment.