3 Tactics for Closing a Sale

It’s pretty common in real estate…sales people are moving down the sales presentation beautifully, hitting all of their points, handling objections, making clients and prospects feel like their are the center of the universe.

And when they come to the close…they get stuck in the mud.

It’s like all of their real estate training goes out the window!

What gives?

Well, to be honest, this situation is most often seen at small businesses versus large brokerage houses. Why is that? Well, the large houses usually invest in significant amounts of real estate training, especially when it comes to closing a sale.

The smaller brokers tend to have the perception that agents should already know how to do this. Have you ever experienced this?

Let me show you how to revamp your sales strategy so you can boost your closing rates. Here’s my advice:

Sales Tactic #1: Boost your confidence

Really good sales people not only know how to talk to complete strangers, compliment people, show off their wonderful personality and demonstrate great skills in presenting…but often they struggle in the area of asking for the sale.

Sometimes this comes from a lack of trust in the company or the product. Other times it’s rooted in a fear of personal rejection.

To overcome this you need to start learning more about your customers and what you are selling…and then practice these skills. In addition, approach your broker and ask if he or she will invest in sales training. Tell them it will be a good return on investment.

Sales Tactic #2 – Induce scarcity into your presentations

Scarcity is a great tool to use to get people to close sales themselves. If you can put into the mind of a client that you only have one of something…one ranch in this neighborhood with four bedrooms and three baths…they will feel a need to hurry and place an offer on it.

If you don’t use the word “only” and make it seem like the supply is abundant, then your client will feel in no hurry to place an offer. That’s why you have to make things seem like a one-of-a-kind offer.

Some people feel like the word “only” is one of the most powerful words in a sales person’s vocabulary. If you are really creative you can make every home you represent a one-of-a-kind place.

There is “only” one condo on this block that has two bathrooms and is near the subway. Or, there is “only” one villa this a block away from the beach that has a garage.

See how that works?

Sales Tactic #3 – Never wait for “yes”

When  you are a real estate agent, you need to be impatient. What I mean by that is you can’t wait for a prospect to tell you that they want to buy or sell. You have to assume that they want to buy or sell.

You say, “Okay, any more questions before I sit down to write up the contract?”

When they say “no,” that is your cue to start filling out the contract. As you can see, the word “no” actually becomes a positive.

Leave a comment if this post was helpful or if you have anything you’d like to add. And if you like what you read, subscribe to the Real Estate Marketing Blog.

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mikec (@blogboy2)

I posted this on our Facebook business page for other realtors to read.


Not only can you get a short sale for the listed price, you can get it for less often times. Location makes a denfirefce, but in most markets, there are record foreclosures, and a glut of unsold houses on the market. Short Sales are adding to that mix.I can guarantee that the Realtor you spoke to represents the bank on the properties she advised you about matter of fact just ask her if she represents the banks on any short sales. She is required to disclose if she is. I would be willing to put money down that she is. Matter of fact, if you would ask tomorrow, add that detail under the add detail option on your question tomorrow I am curious to hear the Realtor’s answer. Remember, the Realtors job is to sell houses they only get paid when a property sells. And the more it sells for, the more they get paid. Therefor, I would take their advice with a grain of salt. If you are looking for a great deal, then you need to be willing to make low ball offers and get a few rejections. If you do what you have always done, then you get what you have always gotten.


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