Throughout your presentation, learn to use trial closes like, " Do you see the value in that?"  "Does that look like it wil get your house sold?"  "Are you glad that the Jones sent me over?"  Get them saying yes from the beginning.  The biggest problem most salespeople have is they don't ask a closing question.  " Do you understand the listing agreement?"  "Put your name right there at the bottom of the page and start packing."   http://activerain.com/blogsview/4366056/a-series-of-yesses Read this basic article about closing.  Being a good closer will double your income.  You have done the hard part.  You have called the prospect, you have done a CMA.  You have made a well rehearsed presentation.  Ask a closing question.  You can use the same one every time.  These prospects did not hear your last presentation.  In fact if you don't close them, you have wasted al that time.  As you are packing up your briefcase and getting ready to say goodbye, why not just ask them"  Do you mind if I ask if there is anything I could do right now to convince you that I am the best Realtor to get your house sold?"  This is no time to be shy.  They are not going to think about it.  They are not going to call you back, especially if they have an appointment with me tomorrow. 

The best closing technique is a relationship where you have shown value to the client. But you must consistently ask for the business. That said you must earn the right to ask. That is why Value services are so important. Find out what they need. The FORD method is still the VERY best. Ask about Family, Occupation, Recreations and finally Their Dreams What they would like to see happen, next. Where are they going? etc... Unfortunately there are NO short cuts. Good luck and build a great reputation.

They have to answer yes to only two questions:
Are you 100% sure you want to sell?
Are you 100% sure you want to sell with me?

You have to go prepared to handle every objection you can think of.  Most importantly, you have to be yourself.  I tell the homeowers we are going to be in a business realtionship for however long it takes to sell their home and that open communication is a MUST!!!!  I also prepare them for the negative things that may happen throughout the transaction.  It's much better to let them know there could be challenges along the way, instead of surprising them when least expected.

If you can't close them, then move on. They might have been difficult clients that you should have walked away from to begin with.  

Home owners will list the property with an agent they like. So, the manner of the presentation should be enough to develop a friendship.

The concealed handgun is the most effective I have found.

I agree with Debra. I never force it. If the fit is right, it will work out. Relationships are important to me, so my only technique is to be confident, informed and understand my clients as well as I possibly can.

The outcome of a good process it the signing of the listing agreement.

When one mistakes the outcome for the goal, the result predictable result of manipulation is resentment. In other words, if you take care of the small stuff, the big stuff, the score, the income takes care of itself. 

So you ask, "What's the small stuff?"

Every home seller has five questions for with they need an answer. No, they are not the answer to the "22 Secret questions" or any of the malarkey REALTORs pull to give themselves advantage. There is only five. The seller does not know what these question are but will profoundly understand them when you have answered them fully in your presentation and them show them their questions.

The observable response of the seller will be an apologetic, "I guess I should ask you about your compensation. We're going with you but feel obligated to ask."

Purge your thinking of all the real estate gogglely gook floating around your brain and really understand what the seller is concerned with....those five questions. 

The details for which you are responsible is wrapping your listing presentation around those five questions.  

Hey, it's nice to be aware of all the neuro-linguistic techniques and the remove objections responses and the abundance or scarcity creations. All of these, however, interfere with what the universe needs from you the most. That is the genuine you. 

Be yourself.

Be transparent.

Be accessible.

Be vulnerable.

Be real. The big stuff will take care of itself.

Roy is absolutely correct.  More often than not it's futile to try to make them sign.  Be there friend, establish rapport and offer your assistance.

I've always used a presumptive close...in real estate and prior to that in business. I assume that by the time we've concluded our visit and answered questions, it's a done deal. Often I email the listing agreement days later. 

I expect to close every presentation without hesitation, confident in my knowledge, experience and ability to provide superior service, however, the prospect must meet my client profile prior to me presenting any solutions. 

Offer your value to the home owners and assume they will sign with you. "Let's get you on your way to the next home! Here is the first step." Slide the contract over and hand them a pen and remain quiet. Wait for them to speak first. If they have objections, handle them and repeat the first step. 

At the end of the day it is about relationship and empathy.  Of course a good presentation is important, but the first two seal the deal.

I present the facts and my marketing plan. If they sign with me I do my best to get it sold. I treat them special. If they do not I just move on to next person who will appreciate my service. 

I don't bother with building relationships and I know that goes against the grain of everything every expert has every taught a potential newbie about how to get a listing but I am a maverick. A successful maverick. I don't like being a phony. I go in with the attitude that they are listing with me, and I ask questions and set up situations that assure that outcome. If they balk, I have my answer, and I work on the listing instead that will be mine.

I love what Margaret Rome, Baltimore Maryland does. As far as I am concerned, I may ask more questions - no technique though, just build the relationship.

I think your knowledge and confidence will pull you through!! Thats been my success!  Show them stats, does your company have a stable history in sales? Do you?  Show them you are worth that commission and so is the company you work for!

Great Post.

So many great comments.  They have to be comfortable with the listing agent, have a good rapport and confidence in them!

We have scripts and objection handlers that we memorize.

Press hard 5 copies

Good answers here.

Simple - just ask for it after your presentation.

I show why they need to list now rather than wait and that they will be part of the sales team and in the loop.

Great question, and some very informative answers!

I go into the presentation with a positive attitude and am mindful that it is about satisfying the seller's wants and needs, while presenting the facts.

I ask them what they are looking for in their next Realtor and then proceed to show them why I might be the right Broker for them here in the Boise area.  I show them the NAR statistics of how 93% of the buyers are going online, then I show them my marketing presentation.  I find out if they are numbers people or social people and I try to adapt my presentation accordingly.

I'm not a listing agent, as an Exclusive Buyers Agent where my brokerage and agents do not take listings.  That said, I don't think there is any "trick" to it.  If there were, everyone would be playing it.