Tactical Tuesday: Always Close for the Next Step (10.20.26)

It’s Tactical Tuesday, and today I want to talk about something that came up in a coaching conversation yesterday. We were talking about an open house. Having a nice conversation with somebody. Making a connection. Feeling like there was an opportunity to stay in touch. But the conversation ended without asking for the opportunity to call. And afterward, the agent was trying to figure out how to get those people to reengage. I think a lot of us can relate. You’re enjoying the conversation. You don’t want to make it awkward. Then they’re walking out the door, and you’re thinking… “I should have asked.” So today’s tactic is simple: Always close for the next step. When we hear “close,” we often think about asking somebody to sign something. But there are so many smaller steps before that. Permission to call. A phone number. A consultation. The next appointment. 👉 Close for the step that fits where the relationship is today. And this makes your life a whole lot easier. You know why you’re calling. They know why you’re calling. You’ve agreed on something useful you’re going to do together. Let’s look at three places to practice. First: When you meet somebody new. Back to that open house. You’ve learned a little about what they’re looking for. Before they leave, you could say: “I’d be happy to share a few properties that better match what you described. Would it be okay if I gave you a call this week to talk through them?” If you have off-market properties that might fit, mention those, too. Then ask: “What’s the best number to reach you? And is there a day or time that’s usually better?” Now, when you call, you can say: “When we met at the open house, you mentioned wanting a larger yard. I found a couple of properties I’d like to share with you.” Think about how much easier that feels. Because sometimes the awkwardness comes from leaving the reason for the next contact unclear. You’re wondering what to say. They’re wondering why you’re calling. 👉 Offer something of value, agree on the next contact, and then follow through. Let what you learned guide what you offer. And even if their number is on a sign-in sheet, take the opportunity to agree on the follow-up. The same applies when you meet someone in your neighborhood or at an event. Ask to exchange numbers. Ask permission to include them in your updates. Give the relationship somewhere to go. Second: When somebody expresses a real estate need. They say, “We’ve been thinking about moving… maybe sometime next year.” And you say, “Whenever you’re ready, I’d love to help.” We’ve all said it. But now they have to figure out what “ready” means and when to call you. Try: “Would it be helpful to sit down for about 20 minutes and talk through your timing and what you could start planning for now?” Then make scheduling easy: “I have Tuesday afternoon or Thursday morning available. Would either work?” If a meeting feels premature, offer a smaller step: “Would it help if I sent you a preparation checklist, then called next week to talk through your questions?” They understand the value and what happens next. Third: Before you finish an appointment. Before you leave a consultation, showing, or listing conversation, ask yourself: Have we agreed on what happens next? If they’re ready, ask: “Are you ready to go through the listing agreement together and get started?” Or: “Shall we schedule a time to review the buyer agreement?” If they have questions: “I’ll send that information this afternoon. Can we put 10 minutes on the calendar tomorrow to go through it?” If they need time, respect that. Agree on when to reconnect. Because “I’ll follow up” can mean tomorrow to you and next week to them. So here’s your Tactical Tuesday assignment. In your next three business conversations, close for one appropriate next step. Ask yourself: “What can I offer that would be helpful, and have we agreed on how we’ll reconnect?” Listen to their answer. Put the commitment on your calendar. Follow through. So as you go into your day, remember: Make the next step clear today, and tomorrow’s call gets a whole lot easier. Thanks for being here this morning everybody… and we’ll see you tomorrow at 6 AM. 💛