Many real estate professionals consider closing a deal to be the most difficult part of their job. While a big part of any real estate deal is paperwork, it takes an innate ability to build rapport and strong relationships to seal the deal.
Real estate is all about selling, but without these skills, it’s almost impossible to be successful. If you’d like to hone your skills in this department, read on! Here are eight steps to closing real estate deals like a pro.
There are many different types of techniques people use to close deals. Which one you use depends on the type of person you are and the situation that presents itself. Common closing techniques used in real estate include:
- Now or never close
- Summary close
- Sharp angle close
- Question close
- Assumptive Close
- Take-away close
- Soft close
The 8-Step Process to Close Real Estate Deals
1. Believe in yourself
You need to be confident in your ability to close the deal. If you believe it, it will happen. If you believe it, your clients will, too.
2. Keep It Simple
Don’t overwhelm your clients with information. Present only the information that’s pertinent to their buying the property and be direct but personable.
Listen carefully to what your clients want and don’t try to push a property you know they aren’t interested in.
Naturally, your clients will have doubts. Most people do when they’re considering parting with huge sums of money. Do your best to reassure your clients about their decision. If their concerns are something you can’t work with – like the location of the property – then look for something that suits their needs better. If you can work around their concerns, then find a solution and go with it.
5. Practice Your Script
Don’t go online to find a sales pitch to memorize. This will sound insincere and untrustworthy. Instead, work on creating a script that matches your personality, so it’ll sound natural and honest.
6. Find Something They Can’t Resist
If your clients are on the fence, give them something to sweeten the deal. You may need to work with the other agent to get it done, but since you both want the deal to go through, giving your clients something “extra” to get them to sign on the dotted line shouldn’t be a major feat.
7. Be Real
No one wants to deal with a phony. Be yourself when dealing with your clients as it portrays honesty and integrity. Don’t be afraid to let your personality shine!
8. Sell, Sell, Sell
The real estate industry can be brutal, and although the steps above can apply to most sales-related jobs, the key difference in real estate is the large sums of money that exchange hands in each deal. Don’t let this be the only thing that drives you, though. Use the tips above and get out there and sell, sell, sell!