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Driving for Dollars Mastery

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382 - Master the Art of Closing: Real-Life Sales Call Breakdown

Jan 30, 2025

Ever wonder what separates a good salesperson from a great closer? In this episode I sit down with Matt Salter, a top real estate agent, to dissect one of Matt’s real-life calls with a motivated seller.

You’ll hear how asking the right questions and focusing on the seller’s true pain points creates trust and urgency. Zack reveals how to use techniques like mirroring, labeling, and a soft pre-close to lead sellers to say 'yes' without feeling pressured. This is a crash course in mastering discovery calls—perfect for anyone looking to close more deals faster.

And if you're curious to hear the full call, join the Creative Real Estate Investing Facebook group—it’s all there waiting for you.

Key Takeaways:

  • Make It About Them: People want to talk about themselves—let them. Build trust by showing genuine interest in their story.
  • Stay Focused: Avoid distractions and tangents during a call. Steer the conversation back to solving the seller's problems.
  • Ask Open-Ended Questions: Instead of pushing for a commitment, guide sellers by asking, "What are you hoping to get from our meeting?"
  • Create Urgency by Highlighting Pain Points: Dig deeper into what’s costing the seller money or time and reflect those concerns back to them.
  • Master the Pre-Close: Ease into it by suggesting the next step naturally, asking if they’d be open to discussing working with you.

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