Close Better: How to Win the “Next Step” (Not Just the Final Close)

Most agents think “closing” means the moment you ask for the listing or the offer. But the agents who win consistently are closing all the way through the process—especially when one decision-maker isn’t present and everything turns into a back-and-forth email loop.In this episode, Dan Lesniak and Keri Shull break down how to stop getting stuck in “question ping-pong,” create urgency with real market data, and close clients for clear next steps—in person, on the phone, and in email.What you’ll learnWhy agents lose deals when they fail to make micro-closes along the wayHow to handle listing meetings where both decision makers aren’t presentThe email mistake that creates endless follow-up loops (“have a great day!”)A simple framework for every message: goal → urgency → timeline → closeHow to use absorption rate + failure rate to create urgency and actionThe “two-option close” that forces movement: tomorrow or Saturday?Keri’s real example: getting a listing agreement signed before the price is finalizedHow to keep momentum on the buy side with neighborhood tours and fast feedback loopsKey TakeawaysClose isn’t a moment—it’s a sequence.Every email and call should end with a specific next step.Momentum beats perfection: don’t let clients stall in “limbo.👍 Enjoying the show? Here’s how you can help us grow:1️⃣ Subscribe so you never miss an episode2️⃣ Leave a comment or review — it helps more agents find the show3️⃣ Share this with another agent who needs to hear it📲 Follow Dan on Instagram: https://instagram.com/thedanlesniak📲 Follow Keri on Instagram: https://instagram.com/thekerishull 🎥 Watch full episodes on YouTube: https://youtube.com/@hyperfastagent