5 Steps To Become A Master Closer!

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Episode Transcript

SPEAKER_00 (00:13):
All right, today we're going to be breaking down
my five steps of the evolutionof you as a closer.
Now, I'm going to be giving yousome homework on today's video.
What I want you to do is at theend of this video, comment below
on what step you think youcurrently are as a closer and

(00:35):
what you're going to be workingon moving forward so you can
move to the next step.
Now, obviously, if this isevolution, if you're step one,
that means you're at thebeginning.
If you're at step five, thatmeans you have mastered closing.
All right.
So, step number one, theevolution of a closer is the

(00:56):
script reader.
Okay.
This is someone who has a scriptand they do not break outside
the script.
They don't know what to say.
This is normally when you'rebrand new and you're nervous,
right?
You're just starting to get repsin.
And so the conversations soundlike this if you're following

(01:17):
the King Closers formula.
Hey, this is RJ Bates callingabout 123 Main Street.
Looked like you filled out aform on my website saying that
you were interested in sellingthat property.
Is that correct?
Awesome.
How much are you looking to getfor it?
Well, tell me a little bit aboutwhat you got going on.
If I were to cover all of theclosing costs and there's no

(01:39):
realtor commissions, what's thebest price you could do for me?
Well, I don't think that priceis going to work out for me.
So I guess I'll just move you todead and I'll call the next
seller.
Now, by all definitions, youchecked off all the boxes on the
formula.
But that's not really what wewant those conversations to

(02:01):
sound like, right?
These are the generic questionsthat you should be asking, but
you're not breaking outside ofthe script or the formula.
Now, there's many scripts outthere, and you might be using a
different one.
Probably something along thelines of tell me a little bit
about the condition, what's yourtimeline, what's the occupancy
of the property.
But the reality of it is you'renot listening and reacting

(02:26):
inside the conversation.
You're literally just readingthe script that's in front of
you.
And because of that, you reallystruggle identifying the
seller's true motivation,getting the price as discounted
as you need it, and you'rereally probably struggling to
close deals.
Everybody, including myself,starts at this level.

(02:48):
There's no fault of your own.
It just takes experience tolearn how to move past the stage
of the evolution of a closer.
Step two is the confidencefaker.
Okay.
This is someone that now doesthe majority of the converse the
talking during the conversationwith the seller.

(03:10):
This is someone that now startsto understand the process.
And they're almost becausethey've obtained knowledge, they
want to kind of flex that duringthe seller conversation.
And so they really run over theseller, and the conversation is
not about the seller, it's aboutall this newfound knowledge that

(03:32):
you have as a closer.
And so they're really fakingthis level of confidence, trying
to convince the seller that theyare the solution, why they
should want to sign a contractwith them, really expressing all
of the benefits of signing acontract with them instead of
the competition.

(03:53):
So the conversations, they stillinclude the script, but instead
of asking open-ended questions,what they're doing is they're
responding with statements,right?
It's not question-oriented, it'snot coming from an inquisitive
mind, it's coming from a fakeconfidence that you have that
you're already makingassumptions that you know what

(04:15):
the seller needs and you aregoing to solve their problem.
For example, I can close inseven days, I can close in 14
days, Mr.
Seller.
That's one of the reasons whyyou should sign a contract with
me.
Instead of asking what's theseller's need in regards to
timeline, you're flexing, you'reshowing what you can do.

(04:37):
And this leads to sellers notbeing heard.
They don't feel like their needsare being put to the forefront.
It's just a bunch of unfoundconfidence by the closer.
This is one of the steps thatcan take a newer closer a long
time to kind of graduate frombecause you can find success at

(05:03):
this level.
What happens here is sometimesyou'll start conversating,
you'll start expressing thisconfidence that you have and
explaining to the seller why youcould be their solution.
And sometimes you might beright.
Whatever you start explaininghow your process works might be

(05:25):
what the seller needs, and youjust got to stumble upon getting
a signed contract.
However, what I will say is themost common type of seller, the
person that's going to give youan incorrect price, maybe has
different levels of motivation,you're not going to identify
that.
So you are going to be missingout on quite a few signed

(05:46):
contracts if you stay at leveltwo, the confidence faker.
Level three is a pretty largestep forward.
And this is where I feel likepeople really start becoming a
closer, and that is with thepattern breaker.
What I mean by the patternbreaker is if you're following a
script, there's kind of apattern in which all the

(06:09):
conversations go.
The pattern breaker startslistening better, starts asking
better open-ended questions, andbecause of that, they can break
the pattern of mostconversations and sometimes not
even talk about things that canbe irrelevant, like timeline or
finances or the occupancy,because they're going to receive

(06:32):
that by the questions thatthey're asking.
And so inside the conversations,they don't have to hit that
bullet point checklist.
This is where really goodclosers kind of live for a while
because they're feeling like,hey, this is where I'm really
starting to see success.
The pattern breaker is someonethat does a lot more listening.

(06:55):
The conversation is more like80% seller, 20% closer.
They're really understanding theseller's needs.
And so when you listen to theconversations, maybe the
introduction, the beginning willsound the same, but the end, the
middle portion of thisconversation will sound

(07:16):
different.
They're really going to becontingent upon how the seller
is responding to you, what theseller is saying.
Maybe there's a little bit ofpushback with an aggressive
seller from the closer.
Maybe there will be a layer ofempathy that is, you know, given
by the closer when there's anemotional motivation.
It's really just dependent uponthe seller and the reacting to

(07:40):
that based off of the questionsthat are asked and the responses
given from the seller.
Now you're going to the nextlevel and you're going to have a
new wave of contracts that youwouldn't have had if you were
just a script reader or aconfidence faker.
The pattern breaker is wheremost people are if you've been
in this business consistentlyfor several months.

(08:03):
Now you're starting tounderstand the reps are starting
to really pay off, and you'relearning the more that you can
listen and the more that you canask questions instead of
statements, the further alongthese conversations will go.
Now, step number four, I think,is where people take a whole new
step as a closer.

(08:24):
This is where I would actuallysay I probably was in the 2023
50-50-50.
Now, Jairo Rodriguez likes tosay that that was the prime of
my career.
Well, I'm here to beg to differ.
I was still learning a lot, andI think I've drastically
improved since 2023.
But step number four is theone-line assassin.

(08:46):
This is someone that if you saythe seller gives me this
objection, they already havethat one-liner on how to
obliterate that objection.
They know when the seller saysthis, here's my one-liner.
And it's great.
Now, the person that comes tomind when I think of a one-line

(09:07):
assassin is Caesar LaCosta.
I love Caesar.
I think Caesar is an excellentcloser, and Caesar's goal moving
forward for the next year is toget to the level where he can
compete with me in a closingcompetition, which I love that
goal.
However, I have felt for a whilenow that Caesar has been a

(09:29):
one-line assassin.
Part of the reason why isbecause he does have really good
one-liners, and they do work.
And he knows if the seller saysthis, I rebuttal with this one
line.
And they do work and they'resuccessful.
However, there's a problem withthe one-line assassin.
It's still about you.

(09:52):
It's not about the seller.
It's still not getting theseller to say something in
response.
And you knowing if I could getthe seller to say this, now I'm
going to be able to close.
It's I know when a seller givesme this objection, I've got this
one-liner, how to overcome it,and then I'll react and respond.

(10:13):
Now, the final layer, and theperson that I think is the
ultimate master closer, andwhich I've seen very few at this
level, is step number five, thedeal whisperer.
And the reason why I'm callingit that is because this is where
I'm really pushing Caesar to getto.
Where it's not so much aboutseller says this, and here's my

(10:34):
one line.
It's about if I can get theseller to say this, now I know
the deal is going to close.
So the one line they can get youto get the seller to say a
certain thing, and that can leadto you getting close.
But I want to see Caesar'sthought process to change where

(10:56):
he's more thinking about whatthe seller is saying and getting
them to say certain things.
Some people refer to it as asoft early verbal close, right?
Are you still looking to sellthis property?
Are you in a position to signthat contract today if we can
come to an agreement, right?
Getting them to start sayingcertain things.

(11:16):
However, I'm not big on that.
I'm big on getting them toreally express what their needs
are.
And I don't want to ask sodirectly.
I want them to come out and say,if I could just get this, then I
would be prepared to sign mycontract.
This is a whole nother layer ofasking questions and getting

(11:36):
responses from sellers that thenlead to closes.
The deal whisperer is someonethat can literally look at a
seller's motivation, look at thecondition of the property, the
information that we receive froman inbound PPO lead, start
asking questions, and then canliterally say, I'm about to

(11:56):
close this deal or I'm not.
This is the reason why I'm goingto close this deal.
That is an intuition that issecond to none that comes from
experience.
It comes from the reps of beingon the phone.
So no matter what level you are,all of this comes with time,

(12:16):
comes with the opportunitiesthat we have nowadays to talk to
sellers that have already raisedtheir hand and said, I have a
property I want to sell.
So no matter if you're a scriptreader, the confidence faker,
the pattern breaker, theone-line assassin, or the deal
whisperer, you still always haveroom to grow.

(12:38):
Now, I personally think I'vegotten to the point where I'm a
deal whisperer.
The reason why is because I'veproven that time and time again,
where I've said, I'm about toclose this deal.
I understand based off theseller's responses, I can close
this.
Now, what I want to know in thecomments is where are you and

(12:59):
what are you going to do?
What is the training and thework that you are going to put
in to move up to the next level?
And how will you know thatyou've made it to that next
level as a closer?
So, to my good friends Hyro andCaesar, thank you for always
pushing me.
Hyro, I saw your comment.

(13:20):
I didn't respond to it in the TUgroup, but I saw it.
And Caesar, I challenged youwith this a couple months ago
during our one on one.
I hope you watched this videotoday.
And I can't wait to see youbecome a deal whisperer in 2026.
All right, guys, that's ourepisode.
Show me some love.
Like today's video.
We'll see you guys tomorrow.