“If you could get the monthly investment down, we’d do it.” The Contingency Close turns that sentence into a commitment first — before you lift a finger to solve it.
When it runs
A contingency appears whenever the homeowner attaches the decision to a condition: the monthly investment, the installation timing, an included item, the overall number. Most reps run off to solve the condition immediately — and come back to a brand-new objection, because they never had a commitment.
The Contingency Close runs first: a clean, specific, conditional commitment. Only then do you work on the solution — which might be an Option, a Takeaway, or a Higher Authority call.
What it is
The formula is simple: if I were able to solve the condition, would you be willing to move forward? Their answer tells you everything. A clean yes means the condition is real and the sale exists on the other side of it. A “yes, but…” means the condition was never the real objection — and now you know to keep diagnosing instead of discounting.
Get specific whenever possible. A commitment to a range is a commitment you can work with; a vague “maybe” is not. And do not promise you can deliver the condition — you are asking whether solving it closes the deal, not guaranteeing the solution.
“If I were able to ________, would you be willing to move forward?”
“Gotcha. So if I were able to get the monthly investment within a range you’re comfortable with, would you folks be ready to move forward?”
Where it fits
The Contingency Close is the gatekeeper for the Takeaway Close and the Higher Authority Close — both start only after the conditional commitment is on the table. One of the twelve closes drilled in Spar Fight Camp.
Every close on this page is taught from Frankie J’s documented training — the same system Spar grades against in live AI sparring rounds. Read the full library on The Twelve Closes, see how the closes sit inside the 7-step system, and drill this one until it is reflex with a Spar membership.
Reading about a close is not the same as running it against a homeowner who pushes back. Spar is the AI sparring partner built on Frankie J’s exact system — live voice rounds, graded against the playbook, for $29/month. Spar before you knock.