A Real Estate Agent’s Guide to Closing the Sale
You can have plenty of real estate prospects who like you, but if you aren’t consistent in closing sales, you can’t consider yourself a successful real estate agent. The key to how to be a successful real estate agent is closing the deal. Your clients may have emotional reactions or feel nervous about moving through the stages of a big transaction. Your job is to stay focused, confident, and listen to what the client wants to help them achieve their goals.
An Organized Sales Process
Closing means that you have stopped talking about what you can do and taken action to do it. The OSP (Organized Sales Process) takes the individual from lead to prospect to client, or from contact to appointment to contract. Rather than trying to jump ahead to the end, you focus on closing each stage individually. In an OSP, you are always moving forward to the next stage with the final goal of closing the sale.
Moving Through Each Stage
The goal of the organized sales process is to focus on closing each piece of the process individually. For each process, focus on next steps in a definitive way. State the next step and give options to move forward. The trick is to give your clients enough options to have them move to the next step without seeming pushy. When you first have a prospect on the phone, ask for the meeting and give several time suggestions to choose from. When you have the meeting, walk through the process and focus on getting your client to sign the agreement to work with you. Once you have the agreement in place, take each showing and offer as a potential to look through the details and move your clients to the final sale.
Focus on Your Client
If you have a script you’ve memorized, your clients will sense it. They may not know exactly what you are doing, but you will come across as insincere, staged, and detached. Each property and each client are different and listening to your client will guide you toward the right path for them. Take your personality and speak in a way that is natural for you, but remember to be flexible with your sales techniques. Some clients may need more hand-holding and reassurance. Some clients may want you to break things down, present them with only the relevant information, and give it in a straightforward manner. Some clients will need to feel like they are “winning” each deal, so adding something to sweeten the pot will get you further with each step.
Additional Closing Techniques
There are some additional techniques that can be effective.
In this technique, you make three statements that you know your client thinks are true and valid, and your close is stating the next logical step. You validate their opinions, and then close based on those validations.
Your client is ultimately the one to make the choice, so in this case, you give them a choice to make, give the benefits of making this choice, and then ask them to agree to the choice.
Best Case, Worst Case, Most Likely
Present three scenarios that could potentially happen. When using this technique, make sure that all the scenarios you present are realistic, but run through the spectrum of what could happen with each situation.
This technique focuses on empathy. You understand how the client feels, because you have another client who felt the same way, and what they found was taking this step helped them feel better about their decision.
When implementing closing techniques, it’s important not to take your confidence too far. Your clients should trust you and will listen to you. When you can deliver what your clients want, you will gain that trust and respect. If you’re thinking about becoming a real estate agent, or already are an agent and you’re looking to join a great team, contact Amberwood Real Estate today. We are always on the lookout for dedicated agents to join our team.