How to Close with Confidence

Espresso Agent > Blog > Agent Success Mindset and Productivity > How to Close with Confidence
Handshake

One of the biggest challenges for many real estate professionals is closing the deal. There is a certain discomfort that often comes with “making the ask,” and it can be easy to slip into avoidance of such discomfort. Sometimes it’s difficult to close, even when the prospect is sending us signals that they are ready to move forward.

But the reality is, if you approach this process with a simple, proven strategy, the “ask” can almost take care of itself, or, at least, be much easier to make.

In this post, we review some basic strategies for improving your chances of successfully closing the deal by managing the entire process more effectively.

  • The first, and perhaps most important strategy to improve your chances of closing is to effectively pre-qualify your prospect. Pre-qualification enables you to understand how motivated your prospect is at any given moment. Knowing their true motivation helps you to minimize the amount of time and energy you put into getting a listing presentation with the prospect. In an earlier post on PRE-QUALIFICATION, we review the due-diligence required for effective vetting of any prospect.
  • Your initial contact with a prospect must be about engaging them, and building rapport. You need to be comfortable and confident, in order to make your prospect feel confident. One of the best ways to go into any discussion or presentation with confidence is to script your presentation beforehand. Know what open-ended questions you’re going to ask in order to create effective dialogue with your prospect. Scripting effectively limits the chance that you’ll drone on and on about your experience. Remember: this is about their needs, and dreams.
  • Regardless of how long you’ve been in this business, you’ve come to realize that effectively dealing with objections is a big part of the game. To that end, always prepare yourself to close multiple times, as you prepare for multiple rounds of objections. This is, of course, true, whether you’re at the stage where you are trying to get the listing presentation, or are sitting in front of the prospect to make your listing presentation. Here is a suggested process for handling each round of objections, and getting the focus back closing the deal:
  1. Ensure that the prospect knows they’ve been heard by mirroring and playing back what they’ve said
  2. Beyond letting them know they’ve been heard, make sure you reinforce the fact that you fully understand their concerns, needs, dreams, etc.
  3. Be succinct in addressing their objections.
  4. Once you’ve addressed their objections, get back on the path to your close.
  • While we all now the sales mantra “always be closing,” a more practical mantra for real estate might be “always know when to close.” There is a tendency for some agents to come on strong at the outset, which can result in the prospect putting up their defenses. You can be sending a message that you’re only in this for yourself if you are too aggressive. Again, by building rapport and confidence, you might find that “making the ask” will come naturally.

 A well-thought-out closing process, anchored by a scripted presentation, is a great way to show the prospect the prospect you believe in yourself, which will, of course, make it that much easier that they will believe in you as well. That’s when you’ll know it’s time to close the deal.

 

Doug Spak joined Espresso Agent as a Content Marketing Specialist in 2016. Doug brings nearly four decades of experience as a copywriter, blogger, and screenwriter to his role with Espresso. Since joining our team, Doug has actively updated website content, published more than 300 blogs, and created countless social media posts.

Ready to Get Started?

Share the Secrets

Still Have Questions Or Interested In Learning More? Contact Us Today

"*" indicates required fields

Name*
By continuing I give express permission to Symphony Source, LLC/Espresso Agent to call, email, or text me. We keep your personal information safe.
This field is for validation purposes and should be left unchanged.

RECOMMENED ARTICLES

for rent by owner sign

The Complete Guide to Mastering FRBO Leads

By Doug Spak | December 3, 2024

INTRODUCTION FRBO leads can drive your revenue FRBO stands for…

Read More
Writing an Effective Expired Listing Letter

Writing an Effective Expired Listing Letter

By Doug Spak | November 21, 2024

INTRODUCTION Understanding the mindset of an expired listing prospect Experienced…

Read More

Understanding the Opportunities and Challenges of FSBO Leads

By Doug Spak | November 12, 2024

INTRODUCTION Working with FSBOs. Many top-producing agents include For Sale by…

Read More
Espresso Agent > Blog > Agent Success Mindset and Productivity > How to Close with Confidence

Real Estate Leads                            CRM                               Blog
Expired Listing Leads                     Dialer                             Why Choose Us
FSBO Leads                                      Video Email                  Today's Brew
FRBO Leads                                      Become An Affiliate    Pricing
Real Estate Farming                                                               Login
Pre-forclosure Leads

195 W Main Street American Fork, UT 84003