A number of years ago when I was Executive Director of Training for Jon Douglas Company in California, one of my regional trainers had an unusual strategy that worked really well to keep her deals together.
As a rule of thumb, about 95 percent of all transactions have problems serious enough that at least sometime in the transaction, it looks as if the deal will not close. About 90 percent of these cases do close. Consequently, it's important to explain this fact to your clients. To make this really effective, here's the sweet twist.
When you place your clients' property under contract, give each of your sellers a small box with four high quality pieces of chocolate. Hand each of your clients a piece of the chocolate and say:
The chocolate is to remind you how sweet buying/selling this property is today. However, about 95 percent of all transactions have serious issues that come up that cause everyone involved in the transaction to believe that the deal may not close. Ninety-percent of the time, we will work out the issues and your transaction will close.
Consequently, I would like you to keep the other three pieces of chocolate. If something goes wrong, I'm going to ask you to eat a piece of the chocolate as a reminder of how great you felt today when you put your property under contract and to remind you how sweet it will be when the property closes. Once you finish the chocolate, we will begin working on how to make sure that your property will close.
While your clients will probably laugh at this approach, by having them eat a piece of chocolate prior to going over what has gone wrong in the transaction, they flood their brains with beta endorphins from the chocolate. Combined with the sugar, they actually feel good. The result is they will be much more likely to work towards a solution rather than becoming angry and cancelling the transaction.
Best of all, if you get through the transaction without using any chocolate, they will definitely appreciate how good you both you and the chocolate really are!
Posted by Bernice Ross
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