How to Close Sellers at the Listing Table: The 3 C's Framework (Connect, Control, Close)

Most agents lose listings at the table — and they never know why. Cristina Edelstein and Katie Chonos sit down to share the exact framework they've used to close listing after listing. In this coaching conversation, you'll hear them break down the 3 C's — Connect, Control, and Close — the same system behind 368 listings sold by our top closers at Kerby and Cristina Real Estate Experts. You'll learn: ✅ Why connection has to happen BEFORE the iPad ever opens ✅ How to confirm the appointment in a way that already starts the connection ✅ Why every client (including friends, family, and past clients) deserves the full process ✅ How to "direct with confidence" without ever feeling pushy ✅ Why working FOR the client before signing earns loyalty (staging strategist, photographer, vendor referrals) ✅ The exact assumptive language and calendar move that closes appointments ✅ Why bringing numbers to the appointment sets you apart from the competition 🏆 ABOUT THE EXPERTS Cristina Edelstein — Top Listing Agent, Kerby and Cristina Real Estate Experts Katie Chonos — Top Listing Agent, Kerby and Cristina Real Estate Experts 🏠 ABOUT KERBY & CRISTINA REAL ESTATE EXPERTS 7,500+ Minnesota families served #1 REMAX Luxury Team #1 REMAX Results Team 2,500+ 5-star reviews Powered by REMAX Results 💼 Want to be trained in systems like this? 👉 Join the team: https://kerbyandcristina.com/join-our-team/ 📚 Read the full Connect, Control, Close framework: https://kerbyandcristina.com/blog/agents/h... 🏡 Connect with our team: https://kerbyandcristina.com/contact-us/ ⏱️ TIMESTAMPS 00:00 Welcome — Meet our top closers 00:26 The basic framework: The 3 C's (Connect, Control, Close) 01:05 Why control is leadership, not domination 02:11 Connection starts on the confirmation call 03:03 Reading your client BEFORE you arrive 03:51 Why understanding seller motivation changes everything 04:54 The transition from connection to the table 05:49 Why every client gets the full process (even friends and family) 07:13 Treating every appointment as a real professional consultation 08:29 Bringing numbers — what most agents skip 09:51 What the close actually looks like 10:21 The calendar move that signs the contract 11:53 Working for the client BEFORE the listing is signed 12:55 The Worry-Free Listing process 🏷️ #RealEstate #ListingAgent #ListingPresentation #ConnectControlClose #REMAX #TwinCitiesRealEstate #ListingAppointment #RealEstateTraining #AgentRecruitment #SellersAgent #ListingStrategy