How many times have you had a client who after seeing the apartment says, “I need to think it over!”

What do you say to that? Puzzled? Scratching your head? What to do?

Here is the answer: Memorize it word for word;

Client: “I need to think it over!”

You: “That is a good idea. This is an important decision. (Pause here for two seconds)
You: “Obviously you have a good reason that you’re thinking about it. Do you mind if I ask you what is it? Is it the price?”

Client, “Yes!”

You: “How far apart are we?”

Client, “$200!”

Boom!! Now you have multiple ways to handle that. What was a, “I will think it over!” is now a $200 challenge that can be managed in multiple ways.