Hi Mike -
Even though I have been a California real estate broker since 1976, and have been involved in hundreds of transactions, I have acted predominately in the investment arena.
When I am trying to buy a piece of property, my favorite close is the "take away close."
After I thoroughly explain my offer, answer questions, and respond to all objections, if the seller is still resistant to accepting, I say something like this:
"Mr. or Mrs. Seller, you and I have been talking for the last 30 minutes about the sale of your property. Even though my client is willing to give you a $5000 deposit right now and close escrow in 30 days ... which will give you (benefit) (benefit) (benefit) ... it sounds to me like you have absolutely no interet in his offer. So before I leave, tell me this: 'Is it over?'"
At that point, I simply look the seller directly in the eye and stay quiet.
The psychology here, of course, is that if someone is trying to sell a property, and a potential buyer is directly at hand, no one wants the negotiations to be "over."
Best wishes,
Robert M. Campbell
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