You aim the entire close at the primary hot button — the specific reason this homeowner moves. The investment, the options, the urgency: all of it gets framed through the motive discovery identified, in the words they used for it. A close built on a motive they don't have — however polished — is a great speech delivered to the wrong person.
The short answer
Framing through the motive means the decision's meaning changes with the homeowner: for the worry-driven, the close is about the last night of lying awake when it rains; for the pride-driven, it's the finished house on their street; for the protection-driven, it's who answers the phone in year six. Same project, same investment — three different decisions, because the thing being decided was never really the project. It was the outcome the motive names. The close that ignores this argues about shingles while the homeowner decides about sleep.
How it runs
Where the two decision makers carry different primary motives, the close braids them — each person's outcome named, in their words, inside the same decision — the way the presentation braided them an hour earlier. And the motive discipline has a memory function: when hesitation arrives, the return trip is to the motive, not to the features. Features were proven already; the motive is what the hesitation is actually about, and restating it — their phrase, their feeling — is the most honest form of closing pressure there is: reminding them what they said they wanted.
Choosing and running the right close is drilled across Spar's twelve closing drills. Round 1 is free. Spar before you knock.