Business man with elbow on hand thinking and deciding (Photo: Shutterstock)

Agents and advisors have a fantasy: While you are presenting your proposal the prospect says, “Stop talking. You’ve convinced me! Where do I sign?” But life doesn’t work that way. This is another example of how selling is part art, part science. Experienced agents know when it’s time to stop presenting and start closing. How can you tell?

After surveying and interviewing successful agents and advisors, one of five things might happen in the exchange with the prospect.

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