As you progress a customer to focus on a specific home, you need the confidence and assertiveness to ASK for what you want to happen and next step the sale closer toward a Reservation.
When your hard efforts are aligned with your customer’s readiness to buy, it will be time to ask for the Reservation!
Always be in a situation where you have invested time with a customer and established if it is time well spent. That is you need to ask them if / how today has helped them get closer to making a buying decision on a suitable home.
You should ‘Never Stop Next Stepping’ otherwise your efforts are wasted.