1. CAMP 4:4:3 Power Session 18: Closing

2. Power Session 18 Slide 2 Closing Introduction Seeking mastery is a process and a path, not an event. - The Millionaire Real Estate Agent 73

3. Power Session 18 Slide 3 Closing Introduction Objectives… 1)Review the contents of the buyer’s and seller’s closing packets 2)Identify where to go for help with closings 3)Identify your responsibilities at closing when representing buyers 4)Identify your responsibilities at closing when representing sellers 5)Discover how to ensure referrals 6)Ask any questions you have about servicing buyers and sellers 73

4. Power Session 18 Slide 4 Closing CAMP Map 74

5. Power Session 18 Slide 5 Closing The Closing Packet To prepare buyers or sellers for closing, create a closing packet for them. The purpose of the closing packet is to provide your client with the necessary forms and some information on what to expect. 75

6. Power Session 18 Slide 6 Closing Help with Closings An Important Note Be warned, preparing for the transaction is a detailed and paperwork-intensive process. Therefore, seek help during your first few closings. Where to Go For Help… 76

7. Power Session 18 Slide 7 Closing Help with Closings Communication Communication is critical to a 10+ Customer Service experience during closing. You will need to be in regular communication with the other party’s agent and the title or escrow company, as well as your own client, throughout the entire closing process. 76

8. Power Session 18 Slide 8 Closing Buyer’s Agent Closing Responsibilities 77

9. Power Session 18 Slide 9 Closing Seller’s Agent Closing Responsibilities 78- 79

10. Power Session 18 Slide 10 Closing Ensuring Referrals 80- 81 How to Ensure Referrals 1.Provide 10+ Customer Service throughout the transaction. 2.Send the client the Client Satisfaction Survey (included in your Tool Kit) so you can collect feedback on how to improve your service. 3.Send the client a handwritten thank-you note as well as a gift. 4.Keep in touch!

11. Power Session 18 Slide 11 Closing Q & A You have been a real estate agent for at least a month now. You have collected at least 180 names in your database. You have viewed at least 90 homes in your market. What are your “aha’s” about the real estate business? What questions still remain? 82

12. Power Session 18 Slide 12 Closing Assignments Power Session Assignments 1.Customize your Buyer’s Closing Packet using the template provided in your Tool Kit. 2.Customize your Seller’s Closing Packet using the template provided in your Tool Kit. 3.Shadow a buyer’s agent through a closing. 4.Shadow a seller’s agent through a closing. 83

13. Power Session 18 Slide 13 Closing Assignments On-Going Assignments 1.Complete 10:5:15:5 a)Collect 10 business cards. b)Make 5 phone calls. c)Send 15 notes or letters. d)Preview 5 homes. Record your progress on the Success Grid. 2.Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 83

14. Power Session 18 Slide 14 Closing Assignments Something to Think About… If you have trouble during a closing, who will you go to? 83

15. Power Session 18 Slide 15 Closing We have talked about… 1)The contents of the Buyer’s and Seller’s Closing Packets 2)Where to go for help with closings 3)Your responsibilities at closing when representing buyers 4)Your responsibilities at closing when representing sellers 5)How to ensure referrals 6)Your questions about servicing buyers and sellers sum