• He has been going along at a certain pace and suddenly speeds up or slows way down. (He’s either thinking through the final decision, or he’s getting excited about the apartment!)

• He suddenly starts asking lots of questions. (Questions indicate interest. The more specific they are, the better!)

If you sense that you are close to the close, ASK! The client will either give you a positive indicator or come up with another objection, which you can then handle smoothly!