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 learn

• Why agents lose deals when they fail to make micro-closes along the way
• How to handle listing meetings where both decision makers aren’t present
• The email mistake that creates endless follow-up loops (“have a great day!”)
• A simple framework for every message: goal → urgency → timeline → close
• How to use absorption rate + failure rate to create urgency and action
• The “two-option close” that forces movement: tomorrow or Saturday?
• Keri’s real example: getting a listing agreement signed before the price is finalized
• How to keep momentum on the buy side with neighborhood tours and fast feedback loops

Key Takeaways

• Close 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.

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📲 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