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Five Ways to Close a Real Estate Deal
Real estate coach says a consultative approach works best most of the time, but each deal is different. The assumptive approach requires ongoing optimism.
NEW YORK – Experts at Buffini & Company, a real estate coaching firm, outline five strategies for closing a real estate deal by leading clients forward:
- Consultative: The first is a consultative approach in which agents act more like advisers than salespeople; Buffini & Company’s Terrence Jenkins says this approach is most successful.
- Assuming: In an assumptive approach, agents project confidence that everything is ready to go and the transaction will be closed. Ongoing optimism assures the client that they’re making the right move.
- Urgency: The third approach has agents communicating a sense of “controlled urgency” – but not so much that they appear to have an aggressive attitude. They should let clients know that the process addresses all their concerns and it’s what they wanted. They should remind clients that they’ve done their due diligence, and that the deal will yield their desired outcome.
- Summarizing: In summarizing, the agent talks about the big picture, which can take focus off some of the smaller details. It helps clients visualize the end result after closure.
- Clarification: The final strategy is to have clients clarify what they want. Once clear, the agent can either explain why it’s not really a problem or impediments can be removed to ensure a successful closure.
Source: RISMedia (04/14/23)
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