CH04 The Art of Addressing Concerns for Real Estate Champions by Tom Hopkins. When a buyer has all the information they need to make a decision, we must move into what we call a “test close.” When you move into the test close, you’re going to hear “No.” This is where they’re going to stop you and you have to recognize what you’re hearing. Are you hearing a condition or is it an objection? The only true condition that we need to accept, if we’re real pros, is they have no money or no credit. Those are conditions.