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Here’s a step-by-step on how to use the Calendar Close technique:
1. Print out four calendar sheets for the upcoming months.
2. Discuss your client’s needs and desired move-in date. For example, July 15th.
3. Calculate backward from the move-in date:
- Remove contingencies: 15 days (July 1st).
- Contingency period: 30 days (June 1st).
- Search time: 4 weeks (May 1st).
- Preparation time: 2 weeks (April 15th).
4. Create a timeline and plan to ensure everything stays on track.
Now, show your clients the plan and emphasize the importance of sticking to the schedule to hit their move-in date.
Transcript:
Every single one of you must know how to do the calendar close. And here's how this works. You want to print out four calendar sheets of the upcoming months? I would say, okay, Mr./Mrs. Client, you said you wanted a four bedroom, four bath. You want to move on July 15? Is that right? Yes, when all contingencies are removed, it roughly takes 15 days. So this puts us in 21st of June. Roughly to get all contingency removed is roughly 30 days. This puts us in 29th of May. We have no idea how long the search will take. So say it takes four weeks for the search. So we have to start our search at least by April 30. So if you have to start a search by April 30, we need at least two weeks to do a couple of things, which is, we need to get our ducks in a row and our strategy in a row, which means today is April one, we have two weeks to get the strategy done. Now we're like, oh, he just ordered a plant. So now I can say, Was it okay if I showed you what we should do in the next two weeks to ensure that you get into your home by July 15? Because now they know they can't screw around. If they screw up these two weeks, the whole thing will move. And I'll tell them, hey, you told me this was a hard drop dead date. I really think we should make sure that we are all in agreement that we got to stay tight on the calendar if you have to be moved by that date.
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