Ever felt like you’re playing a never-ending game of "phone tag" with a potential client? You finally get them on the line, the conversation is going great, and then… the dreaded "Let me check my calendar and get back to you" happens.
Silence. 🦗
If you’ve been in the real estate or lending game for more than five minutes, you know that "Let me get back to you" is often code for "I’m going to go into a witness protection program and you’ll never hear from me again."
But what if you could bypass that awkward dance entirely? What if you could nudge your prospects toward a firm "Yes" without sounding like a pushy car salesman from a 90s sitcom?
Enter the Alternative Choice Close, specifically, the legendary "Saturday at 5 PM" Script.
At REAZ Seminars, we don’t just teach theory; we teach the "real-world" side of the business that actually puts money in your pocket. Today, we’re breaking down why this script is a psychological powerhouse and how you can start using it to fill your calendar today. 🏠✨
The Script: What Is It?
The "Saturday at 5 PM" script is the ultimate application of the Alternative Choice Close. Instead of asking a binary "Yes/No" question (which gives the prospect a 50% chance to say no), you offer two "Yes" options.
The Old Way (The "Please Reject Me" Method):
"Are you free to meet sometime this weekend to look at houses?"
Prospect: "Uh, I'm not sure, let me check with my spouse and call you back." (Narrator: They did not call back.)
The REAZ Way (The "Pro" Method):
"I’d love to show you that property and walk you through the lending options. I have an opening this Saturday at 10 AM, or would Saturday at 5 PM work better for you?"
See what happened there? You didn't ask if they wanted to meet. You asked when.
The Psychology of Choice: Why "A or B" Beats "Yes or No"
Why does this work so well? It’s not magic; it’s behavioral science. 🧠
1. Reducing Decision Fatigue
Buying a home or choosing a loan is stressful. Your clients are already overwhelmed with choices. When you ask an open-ended question like "When are you free?", you are actually adding a chore to their to-do list. They have to open their calendar, coordinate with a partner, and make a decision.
By offering two specific times, you’ve done the heavy lifting for them. They just have to pick one. It’s the "Netflix Effect", too many options lead to scrolling forever, but a "Top 10" list gets you watching in minutes.
2. The Illusion of Control
Humans hate being told what to do, but we love making choices. When you give someone two options, they feel in control of the situation. They aren't being "sold" an appointment; they are "choosing" a time that fits their life.
3. Directing the Focus
When you use the Alternative Choice Close, the prospect’s brain shifts from "Do I want to meet this person?" to "Which of these times is better?" You’ve effectively skipped the rejection phase and moved straight into the logistics phase.
MASTER the Implementation: A Step-by-Step Guide
Ready to fill that Saturday afternoon slot? Follow this framework to execute the script with authority and confidence.
STEP 1: Establish the Value First
Never close before you’ve built value. Why should they meet you?
- "I’ve got some exclusive data on the neighborhood appreciation…"
- "We can run the numbers on that new loan program that just dropped…"
STEP 2: The " assumptive" Transition
Don't wait for permission. Assume they want the value you just offered. Use a bridge phrase like:
- "To make sure we get you the best terms…"
- "To help you visualize how your family would fit in this space…"
STEP 3: Drop the Hammer (Gently)
Offer your two specific times. Always make one of them slightly "odd" or specific (like 5 PM) to show that your schedule is busy and in demand.
STEP 4: The Silent Pause
Once you’ve asked, "Would Saturday at 5 PM work better?", SHUT UP. The first person to speak loses. Let them process the choice.
How to Handle the "Neither" Objection
Sometimes, they’ll say, "Neither of those work for me."
Don't panic! This isn't a rejection; it's just a scheduling conflict. Because you used the Alternative Choice Close, you’ve established that a meeting is happening.
Your response:
"No problem at all! Since Saturday is full, would Monday at 4 PM or Tuesday morning at 9 AM be a better fit for your schedule?"
Keep the choices coming. You are the professional guide leading them through the forest. If one path is blocked, you point to two more.
Why Practice Makes Profits
You wouldn't walk onto a Broadway stage without a rehearsal, so why would you call a $500,000 lead without practicing your script?
At REAZ Seminars, we focus on PRACTICAL training. We know that the difference between a struggling agent and a top producer is often just five seconds of courage and a well-timed script.
Key Takeaways for Your Next Call:
- BE BOLD: Authority is attractive. Don't ask, lead.
- BE SPECIFIC: Generalities are the death of appointments. Use real times.
- BE PERSISTENT: The second or third "Choice Close" is often where the magic happens.
- BE CASUAL: Don't sound like a robot. Use the script as a skeleton, but put your own "flesh" on it.
Join the REAZ Community! 🌟
Stop "searching and struggling" for the right way to grow your business. Whether you are a new licensee or a seasoned loan officer, our seminars are designed to give you the exact tools, scripts, and compliance-focused training you need to win in today’s market.
Together is more fun! Don't let your competition master these scripts before you do.
Are you ready to level up your career?
👉 SIGN UP FOR OUR NEXT SEMINAR AT REAZ SEMINARS
Master the art of the close, protect your clients ethically, and finally get the results you deserve! 🚀🏠
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